Business, Management and Sales Process

How Good is Your Team at Prospecting for New Leads?

Anthony Cole Training

JULY 25, 2024

As sales manager, business line leader, or CEO, is your team finding, qualifying and closing as much business as you think they should? Most say "No" when we ask that question, which means that something in your client outreach and sales process has to change.

Sales Process

Sales Process Sales Closing Business

Structuring Your Hotel Sales Process

Nuvho

APRIL 21, 2020

Many hotel and venue managers we speak to are frustrated. They keep experiencing low sales conversions and missed opportunities, and they are tearing their hair out wondering why their sales person or team is not performing. So do your sales processes support your sales team in each of these steps?

Sales Process

Sales Process Sales Hotel Sales Hotels

Hotel sales manager: Job skills and responsibilities

SiteMinder

NOVEMBER 5, 2024

What is a hotel sales manager? A hotel sales manager is a professional hired by a hotel to develop and manage sales strategies , with the aim of increasing brand visibility, bookings and revenue. What does a hotel sales manager actually do? What does a sales manager do in a hotel?

Hotel Sales

Hotel Sales Sales Management Hotels

Sales Manager vs Trusted Advisor: What’s the Difference and Which is Better?

Lure Agency

JULY 20, 2023

In the world of sales, there are two distinct roles that professionals often find themselves in: the sales manager and the trusted advisor. Cory Falter recently invited hotel sales consultant Kristi White on the InnSync Show for a discussion on the differences between the roles of a sales manager and a trusted advisor.

Sales

Sales Management Sales Process Hotel Sales

MeetingPackage and Amadeus Expand Partnership to Help Hoteliers Maximize Group Business Opportunities

Amadeus Hospitality

APRIL 18, 2023

Through this partnership, instant online event booking capabilities will be available to more properties worldwide April 18, 2023 – 2023 is shaping up to be a busy year for meetings and events, with 15.5 As demand grows, busy planners are looking for venues with efficient processes and hassle-free booking options.

Business

Business Sales Events Sales Process

4 Killer Sales Management Questions

Anthony Cole Training

APRIL 29, 2013

The conference is sponsored by Objective Management Group , a company that produces the #1 Sales Assessment tool IN THE WORLD. I am proud to say that, as part of our overall approach to providing critical sales and sales management solutions, we have represented this resource for 18 of the 20 years that we have been in business.

Sales

Sales Management Sales Process Business

4 Killer Sales Manager Questions - Pt. 1

Anthony Cole Training

APRIL 29, 2013

The conference is sponsored by Objective Management Group, a company that produces the #1 Sales Assessment tool IN THE WORLD. I am proud to say that, as part of our overall approach to providing critical sales and sales management solutions, we have represented this resource for 18 of the 20 years that we have been in business.

Sales

Sales Management Sales Process Business

Thynk partners with Cvent

Hotel Business

OCTOBER 30, 2024

Thynk , a provider of hospitality commercial management solutions, and Cvent , a meetings, events and hospitality technology provider, have entered into a strategic partnership to “empower hotel and venue sales teams with the solutions they need to drive greater business results.”

Sales

Sales Events Sales Process Closing

Sales Management Careers in Senior Living – What are the 3 Must-Have Traits for Success?

Horizon Hospitality

APRIL 22, 2024

It means that senior living sales professionals need a different set of skills to be successful in today’s senior living landscape. However, by using DISC and similar types of personality assessments , senior living sales leaders realize that the most successful professionals tend to be more aggressive. Contact us today to learn more.

Sales

Sales Management Sales Process Closing

Keeping Sold Business = A Successful Sales Business

Anthony Cole Training

MAY 16, 2011

Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Listen to Tonys Live Interview with Business Expert Radio! Click here to see Tony Cole "LIVE" on Business Beat! Click here to see Tony Cole "LIVE" on Business Beat! building sales relationships (7).

Business

Business Sales Hiring Sales Process

Ashford sells One Ocean Resort & Spa for $87M

Hotel Business

JULY 24, 2024

“This is an iconic, institutional-quality asset with an irreplaceable oceanfront setting in the heart of the Jacksonville beaches,” said Andy Broad, managing director, RobertDouglas. This transaction highlights Ashford’s commitment to its portfolio management strategy, and the company’s willingness to harvest gains on strong investments.”

Resorts

Resorts Real Estate Sales Process Sales

Cendyn acquires Knowland

Hotel Business

OCTOBER 1, 2024

The pairing of Knowland’s meeting and event data with Cendyn’s sales CRM, Proposals and Grouprev platforms highlights the opportunity this acquisition brings to their customers, empowering them to find and drive group bookings with a complete and single solution. “To According to the U.S.

Events

Events Sales Sales Process B2B

James Hansen named OTH Hotels Resorts CDO

Hotel Business

MARCH 13, 2024

OTH Hotels Resorts (OTH), a Virginia-based hospitality ownership and management company with an asset portfolio valued at more than $775 million, has appointed James Hansen as the company’s new chief development officer. Prior to Hotel Equities, he served as VP, sales & marketing and asset manager for Kolter Hospitality.

Resorts

Resorts Sales Process Sales Hotels

Sales Habits, Sales Managers and Changing Habits

Anthony Cole Training

JUNE 5, 2015

As I continue to think about habits of sales people and the role of the sales manager in identifying, assessing and “correcting” habits, I keep looking for additional information that might be additive to this string of articles. Ike sent me a link to a survey that was done regarding the hunt for sales managers/directors.

Sales

Sales Management Hiring Pipeline

Sales Management Success Metrics

Anthony Cole Training

MAY 9, 2012

So what metrics do you use to measure you success as a sales manager? The average production of each quintile of your sales team increases. Critical conversion ratios improve in the steps of yours sales process. Growth of business. As you see, accountability and performance management isn't just for sales.

Sales

Sales Management Hiring Sales Process

Busting Sales Myth #4 - It's the Nature of the Business

Anthony Cole Training

JUNE 11, 2013

Over the years, I have found some very common responses to our sales and sales management training programs. Our standard operating procedure of beginning our work with a client is to evaluate their sales organization. But the people we''re working with, sales people, are in the same exact business – SELLING.

Sales

Sales Business Sales Process Shopping

Amadeus Improves Sales, Meeting & Event Planning with Enhanced Delphi® Experience

Amadeus Hospitality

JULY 25, 2024

Designed to support teams from sales lead to execution, Delphi has been updated to better meet the needs of any hotel, no matter the size. The online booking platform enables hoteliers to transform how they capture group business by allowing meeting spaces to be booked directly on a hotel’s website.

Events

Events Sales Sales Process Forecasting

Life Success, Sales Success, Management Success - 24 Thoughts

Anthony Cole Training

OCTOBER 7, 2011

Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Listen to Tonys Live Interview with Business Expert Radio! Click here to see Tony Cole "LIVE" on Business Beat! Click here to see Tony Cole "LIVE" on Business Beat! building sales relationships (7).

Sales

Sales Management Hiring Business

Accor & Amadeus Announce a New Collaboration

Amadeus Hospitality

JUNE 5, 2024

Empowering hotels with cutting-edge technology & new capabilities Accor’s ambitious distribution strategy aims at moving to tomorrow’s distribution and constantly striving to drive more business to its hotels while optimizing the cost of distribution.

Sales Process

Sales Process Revenue Hospitality Business

Blueberries, Sales and Sales Management

Anthony Cole Training

JANUARY 30, 2012

Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Listen to Tonys Live Interview with Business Expert Radio! Click here to see Tony Cole "LIVE" on Business Beat! Click here to see Tony Cole "LIVE" on Business Beat! building sales relationships (7).

Sales

Sales Management Hiring Sales Process

The Sales Manager's Job

Anthony Cole Training

MARCH 23, 2010

Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Listen to Tonys Live Interview with Business Expert Radio! Click here to see Tony Cole "LIVE" on Business Beat! Click here to see Tony Cole "LIVE" on Business Beat! building sales relationships (7).

Sales

Sales Management Sales Process Hiring

10 Do's for Sales Management Success

Anthony Cole Training

SEPTEMBER 26, 2011

Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Listen to Tonys Live Interview with Business Expert Radio! Click here to see Tony Cole "LIVE" on Business Beat! Click here to see Tony Cole "LIVE" on Business Beat! building sales relationships (7).

Sales

Sales Management Hiring Sales Process

The Selling Process – Do We Have It Right?

Anthony Cole Training

SEPTEMBER 8, 2014

I just finished reading a chapter from the book – Harvard Business Review on Strategic Sales Management. The chapter is “Understanding What Your Sales Manager Is Up Against” by Barry Trailer and Jim Dickie. This article was no exception, especially when they were writing about the sales process.

Sales Process

Sales Process Sales Closing Hiring

The 10 Time Management Strategies You Need to Implement Now

Anthony Iannarino

JUNE 11, 2019

I have spent much time studying time management, or something I often refer to as Me Management since you can’t control time, but you can control what you do between the ticks of the clock. Calibrate Your Priorities : There is nothing more critical to effective time management than determining your priorities.

Management

Management Closing Sales Sales Process

Sell Better, Sell Faster, Sell Smarter

Anthony Cole Training

DECEMBER 18, 2018

When a company first starts out, there probably isn’t much of a sales process, or team, in place. Of course, as the business grows, sales leaders must implement a repeatable, scalable process to turn a trickle of income to a steady, predictable stream. Sales today is a far cry from what it was just 20 years ago.

Sales

Sales Sales Process Closing Business

For Sales Managers Looking For Successful Sales People

Anthony Cole Training

MAY 19, 2011

Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Listen to Tonys Live Interview with Business Expert Radio! Click here to see Tony Cole "LIVE" on Business Beat! Click here to see Tony Cole "LIVE" on Business Beat! building sales relationships (7).

Sales

Sales Management Hiring Sales Process

Sales Best Practices - Why is CRM SO Important to Sales Success?

Anthony Cole Training

JANUARY 10, 2014

CRM, as a sales enablement tool IS NOT SO important to sales success even though it does contribute, aid, help and enable sales people to manage prospects and accounts. We have a sales activities tracking tool called Success Tracker, and internally, we use BASE to manage our pipeline.

Sales

Sales Sales Enablement Sales Process Pipeline

Event Statistics: 17 Current Planning Stats that Could Change Your Business Today

Social Tables

APRIL 17, 2019

Especially in a climate where venues have to win repeat business for success, the process of event proposals needs to evolve beyond a bidding war to one showing a different kind of value. Venue sales reps need to pinpoint the purpose of a meeting and use it as the fulcrum for all communication.

Events

Events Business Sales Branding

Hotel Sales Demystified

Lure Agency

AUGUST 23, 2022

They are responsible for bringing in new business and keeping existing customers satisfied. The hotel sales process can be complex, but it doesn’t have to be mysterious. The InnSync Show’s Cory Falter recently chatted with Tammy Gillis, sales performance expert from Gillis Consulting and Training , Inc.,

Hotel Sales

Hotel Sales Sales Sales Process Hotels

Words Make a Difference in Successful Sales Management

Anthony Cole Training

AUGUST 29, 2011

Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Listen to Tonys Live Interview with Business Expert Radio! Click here to see Tony Cole "LIVE" on Business Beat! Click here to see Tony Cole "LIVE" on Business Beat! building sales relationships (7).

Sales

Sales Management Hiring Closing

Mumford Company reports strong Q3

Hotel Business

OCTOBER 17, 2023

“Despite high-interest rates, inflation, elevated insurance premiums and widespread economic concerns, we were able to use our extensive database to help our clients with a successful exit,” said Steve Kirby, managing principal, Mumford Company. ” The post Mumford Company reports strong Q3 appeared first on hotelbusiness.com.

Sales Process

Sales Process Closing Pipeline Sales

The PERFECT Sales Business Review Agenda

A Sales Guy

AUGUST 3, 2012

THE PERFECT SALES BUSINESS REVIEW AGENDA. Most sales leaders don’t create a culture of accountability. The best way to build accountability and ensure your team is heading in the right direction is the quarterly business review. There is a right way and a wrong way to a business review. 8:10 What did you do?

Sales

Sales Business KPI Hiring

Sales Managers, More Important than the Head of Sales?

A Sales Guy

MARCH 4, 2014

They manage to the quotas. They sit next to, talk with and are closer to the sales people than any other person (role) in the company. Sales managers are the lynchpins to success in sales organizations. Sales managers are the key to a humming sales organization. They distribute the quotas.

Sales

Sales Management Sales Leadership Sales Process

The ONE Secret to Selling More

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. I will illustrate this “secret” based on my last 4 sales.

Sales

Sales Sales Process Hiring Business

There are Too Many Bad Sales Managers [Yeah, and Sales Leaders Too]

A Sales Guy

AUGUST 16, 2013

I’m a big fan of training, it’s true that most sales people wing it; they need structure and discipline in how to go about organizing their work. If management can’t be bothered to get their act together, can we really fault sales people/team? Sales structure, systems and discipline can help.

Sales

Sales Management Sales Leadership Hiring

Pipeline Movement – [Shitty Sales Management]

A Sales Guy

JULY 11, 2012

Shitty sales management can kill pipeline movement. As sales leaders, we spend so much of our time evaluating our teams and the individuals on them, we often forget that our s**t can stink too. This is especially true with first line managers. Identify the ideal business outcome.

Pipeline

Pipeline Sales Management Sales Leadership

Improve Sales Forecasting to Improve Sales Performance?

Anthony Cole Training

JANUARY 13, 2014

I read the white paper, and it clearly identified common problems with CRM tools such as SalesForce.com, ACT and other pipeline management tools. And, because of these problems, there are challenges in the predictability of future sales. Sales people are more passionate about success when it has something to do with them.

Forecasting

Forecasting Sales Pipeline Sales Process

Demonstrate Effective Selling - Keys to Successful Sales Coaching #3

Anthony Cole Training

DECEMBER 16, 2011

Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Listen to Tonys Live Interview with Business Expert Radio! Click here to see Tony Cole "LIVE" on Business Beat! Click here to see Tony Cole "LIVE" on Business Beat! building sales relationships (7).

Sales

Sales Hiring Sales Process Management

Selling Value vs Price

Anthony Cole Training

JANUARY 6, 2022

One of the top challenges we discuss with sales managers and leaders is how to get their salespeople to start selling value and stop caving on price.

Sales

Sales Management Sales Process Business

THE Secret – Just One Secret To Getting Sales People To Sell More

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. I have come to this realization based on my last 4 sales.

Sales

Sales Sales Process Hiring Business

Why Your Sales Team Isn't Performing As Expected - Part 4

Anthony Cole Training

JANUARY 19, 2015

The companies who have had the most success with our programming have followed the process: Test, Train and Track. They have also adopted the Sales Managed Environment® and Effective Sales System as their own. They have made a cultural shift; a decision to do business differently now and in the future.

Sales

Sales Hiring Pipeline Sales Leadership

Hotel “broker” vs. trusted advisor

Hotel Business

APRIL 6, 2023

A well-run investment sales process creates competition and leverage for the seller, which provides the best available price, speed and certainty from potential purchasers. Trusted advisors manage the transaction process for a living, while most owners focus on creating value.

Sales Process

Sales Process Hotels Sales Marketing

Your Questions Make a Difference in Sales Success

Anthony Cole Training

JANUARY 16, 2012

Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Listen to Tonys Live Interview with Business Expert Radio! Click here to see Tony Cole "LIVE" on Business Beat! Click here to see Tony Cole "LIVE" on Business Beat! building sales relationships (7).

Sales

Sales Hiring Sales Process Closing

How to Turn Traditional Discovery into the Exploration of Change

Anthony Iannarino

JULY 8, 2019

In the past, the word discovery was used to describe both a stage in the sales process as well as an outcome. Both the stage and the outcome described the process of asking clients to share their dissatisfaction with their results, their supplier, and their challenges. Learn how to sell without a sales manager.

Sales Process

Sales Process Closing Sales B2B

How Good is Your Team at Prospecting for New Leads?

Structuring Your Hotel Sales Process

Trending Sources

Hotel sales manager: Job skills and responsibilities

Sales Manager vs Trusted Advisor: What’s the Difference and Which is Better?

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4 Killer Sales Management Questions

4 Killer Sales Manager Questions - Pt. 1

Thynk partners with Cvent

Sales Management Careers in Senior Living – What are the 3 Must-Have Traits for Success?

Keeping Sold Business = A Successful Sales Business

Ashford sells One Ocean Resort & Spa for $87M

Cendyn acquires Knowland

James Hansen named OTH Hotels Resorts CDO

Sales Habits, Sales Managers and Changing Habits

Sales Management Success Metrics

Busting Sales Myth #4 - It's the Nature of the Business

Amadeus Improves Sales, Meeting & Event Planning with Enhanced Delphi® Experience

Life Success, Sales Success, Management Success - 24 Thoughts

Accor & Amadeus Announce a New Collaboration

Blueberries, Sales and Sales Management

The Sales Manager's Job

10 Do's for Sales Management Success

The Selling Process – Do We Have It Right?

The 10 Time Management Strategies You Need to Implement Now

Sell Better, Sell Faster, Sell Smarter

For Sales Managers Looking For Successful Sales People

Sales Best Practices - Why is CRM SO Important to Sales Success?

Event Statistics: 17 Current Planning Stats that Could Change Your Business Today

Hotel Sales Demystified

Words Make a Difference in Successful Sales Management

Mumford Company reports strong Q3

The PERFECT Sales Business Review Agenda

Sales Managers, More Important than the Head of Sales?

The ONE Secret to Selling More

There are Too Many Bad Sales Managers [Yeah, and Sales Leaders Too]

Pipeline Movement – [Shitty Sales Management]

Improve Sales Forecasting to Improve Sales Performance?

Demonstrate Effective Selling - Keys to Successful Sales Coaching #3

Selling Value vs Price

THE Secret – Just One Secret To Getting Sales People To Sell More

Why Your Sales Team Isn't Performing As Expected - Part 4

Hotel “broker” vs. trusted advisor

Your Questions Make a Difference in Sales Success

How to Turn Traditional Discovery into the Exploration of Change

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