Anthony Cole Training

AUGUST 21, 2012

So far in this series of articles about hiring sales people I've covered the following: Why is recruiting so damn hard. 4 Mistakes in Hiring. Typically when we work with sales organizations to upgrade their sales force through improved hiring we help them first map the recruiting process. 2 steps to avoid unnecessay interviews.

Sales 165

Sales Hiring Closing Intent 165

Anthony Cole Training

JANUARY 10, 2014

We have a sales activities tracking tool called Success Tracker, and internally, we use BASE to manage our pipeline. So once an opportunity is entered and the prospect moves through the sales process, we closely track their progress to the conclusion of presentation/decision. Additional resources: BASE – Pipeline Management.

Sales 184

Sales Sales Enablement Sales Process Pipeline 184

Anthony Cole Training

SEPTEMBER 10, 2010

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). hiring sales people (6). sales pipeline (1). Close before closing - one of the biggest mistakes made in selling is attempting to close a suspect that really hasnt committed to solving a problem. Tonys Top Ten. Sales and a Fish Story.

Sales 187

Sales Hiring Closing Sales Process 187

Anthony Cole Training

APRIL 19, 2011

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). hiring sales people (6). sales pipeline (1). Your pipeline. Comments have been closed for this article. Eliminate 96% of Your Hiring Mistakes?!? Hire SalesPeople Who Can and Will Sell in These Tough Markets. Tonys Top Ten.

Sales 167

Sales Hiring Sales Process Pipeline 167

Anthony Cole Training

OCTOBER 25, 2011

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). hiring sales people (6). sales pipeline (1). Comments have been closed for this article. Eliminate 96% of Your Hiring Mistakes?!? Tags: closing sales. Tonys Top Ten. 5 Direct Sales Activities that Lead to Sales Success? coaching (25).

Sales 179

Sales Hiring Closing Sales Process 179

Anthony Cole Training

JANUARY 16, 2012

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). hiring sales people (6). sales pipeline (1). But, then it is time for the sales manager to coach the sales person and what happened in class is lost and closed ended questions are what get asked. Tonys Top Ten. 7 More Sales Core Competencies.

Sales 195

Sales Hiring Sales Process Closing 195

Anthony Cole Training

AUGUST 17, 2010

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). hiring sales people (6). sales pipeline (1). S uccess Factors assessment company will tell you that stack ranking for sales performance, sales activity, sales pipeline and the like is important and meaningful. Tonys Top Ten. coaching (25).

Sales 183

Sales Hiring Sales Process Management 183

Anthony Cole Training

NOVEMBER 14, 2012

Understand that when you do that you open the door for the Glenngarry Glenn Ross excuse - "It's the leads, if I just had better leads, if I just had some of the Gary leads I'd close more business". Qualifiers DO NOT hear money or investment objections at time of close.

Sales 184

Sales Hiring Pipeline Closing 184

Anthony Cole Training

OCTOBER 25, 2011

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). hiring sales people (6). sales pipeline (1). Coach your people that closing a sale is like taking a multiple choice test. Asking for the business, asking for a decision a second and third time, increases your opportunity to close the deal.

Sales 167

Sales Hiring Closing Sales Process 167

Anthony Cole Training

FEBRUARY 7, 2013

www.wikipedia.com : Performance management - activities that ensure goals are consistently being met in an effective and efficient manner so that performance gaps are closed/eliminated. In my opinion, Wikipedia, which references Aubrey Daniels, perfectly states the purpose of performance management - to close/eliminate performance gaps.

Sales 179

Sales Management Hiring Closing 179

Anthony Cole Training

MAY 19, 2011

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). hiring sales people (6). sales pipeline (1). The statement is this: When sales people fail, it can be attributed to one of two reasons: You either hired them that way or you made them that way. Here is the link: Hiring Poll. Tonys Top Ten.

Sales 165

Sales Management Hiring Sales Process 165

Anthony Cole Training

SEPTEMBER 8, 2011

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). hiring sales people (6). sales pipeline (1). Remember when you hired your people, you hired them because you believed that they would be successful. Comments have been closed for this article. Tonys Top Ten. Sales Core Competencies I.

Sales 183

Sales Hiring Sales Process Management 183

Anthony Cole Training

FEBRUARY 6, 2012

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). hiring sales people (6). sales pipeline (1). We recommend using the journal tool and there are other ways that you can get close to your team with daily conversations and email. Comments have been closed for this article. Tonys Top Ten.

Sales 190

Sales Hiring Sales Leadership Sales Process 190

Anthony Cole Training

FEBRUARY 14, 2012

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). hiring sales people (6). sales pipeline (1). The last time I posted, I asked the question: So why dont sales people set up closing appointments better so that they dont get "think it overs"? Closing more business, more quickly, at higher margins.

Sales 167

Sales Hiring Closing Shopping 167

Anthony Cole Training

DECEMBER 12, 2011

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). hiring sales people (6). sales pipeline (1). Effectively attracts, identifies, hires and on-boards new hires. What have bad hires cost me? Comments have been closed for this article. Tonys Top Ten. Sales Core Competencies I.

Sales 182

Sales Hiring Sales Process B2B 182

Anthony Cole Training

SEPTEMBER 26, 2011

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). hiring sales people (6). sales pipeline (1). That is what you were hired to do. Comments have been closed for this article. Eliminate 96% of Your Hiring Mistakes?!? Tonys Top Ten. 5 Direct Sales Activities that Lead to Sales Success?

Sales 172

Sales Management Hiring Sales Process 172

Anthony Cole Training

APRIL 15, 2011

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). hiring sales people (6). sales pipeline (1). Comments have been closed for this article. Eliminate 96% of Your Hiring Mistakes?!? Hire SalesPeople Who Can and Will Sell in These Tough Markets. Tonys Top Ten. Sales Core Competencies I.

Sales 172

Sales Hiring Closing Sales Process 172

Anthony Cole Training

MAY 16, 2011

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). hiring sales people (6). sales pipeline (1). Comments have been closed for this article. Eliminate 96% of Your Hiring Mistakes?!? Hire SalesPeople Who Can and Will Sell in These Tough Markets. Tonys Top Ten. Sales Core Competencies I.

Business 184

Business Sales Hiring Sales Process 184

Anthony Cole Training

AUGUST 3, 2010

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). hiring sales people (6). sales pipeline (1). Its August and summer is at a close. Comments have been closed for this article. Tonys Top Ten. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. coaching (25).

Sales 165

Sales Hiring Sales Process Closing 165

Anthony Cole Training

FEBRUARY 2, 2011

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). hiring sales people (6). sales pipeline (1). If you are close please come and bring a friend (in spite of the frigid weather). Comments have been closed for this article. Tags: sales improvement , close more sales. Tonys Top Ten.

Sales 183

Sales Hiring Closing Sales Process 183

Anthony Cole Training

JANUARY 19, 2012

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). hiring sales people (6). sales pipeline (1). Practiced the opening and closing over and over. Comments have been closed for this article. Eliminate 96% of Your Hiring Mistakes?!? Tonys Top Ten. 7 More Sales Core Competencies.

Sales 191

Sales Hiring Sales Process Closing 191

Anthony Cole Training

APRIL 19, 2011

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). hiring sales people (6). sales pipeline (1). Comments have been closed for this article. Eliminate 96% of Your Hiring Mistakes?!? Tonys Top Ten. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies.

Sales 179

Sales Hiring Shopping Sales Process 179

Anthony Cole Training

DECEMBER 10, 2010

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). hiring sales people (6). sales pipeline (1). Comments have been closed for this article. Eliminate 96% of Your Hiring Mistakes?!? Hire SalesPeople Who Can and Will Sell in These Tough Markets. Tonys Top Ten. Sales Core Competencies I.

Sales 178

Sales Hiring Sales Process B2B 178

Anthony Cole Training

NOVEMBER 15, 2010

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). hiring sales people (6). sales pipeline (1). Comments have been closed for this article. Eliminate 96% of Your Hiring Mistakes?!? Hire SalesPeople Who Can and Will Sell in These Tough Markets. Tonys Top Ten. Sales Core Competencies I.

Sales 187

Sales Hiring Sales Process B2B 187

Anthony Cole Training

OCTOBER 21, 2011

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). hiring sales people (6). sales pipeline (1). Comments have been closed for this article. Eliminate 96% of Your Hiring Mistakes?!? Hire SalesPeople Who Can and Will Sell in These Tough Markets. Tonys Top Ten. Sales Core Competencies I.

Sales 179

Sales Hiring Sales Process B2B 179

Anthony Cole Training

DECEMBER 9, 2010

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). hiring sales people (6). sales pipeline (1). Comments have been closed for this article. Eliminate 96% of Your Hiring Mistakes?!? Tonys Top Ten. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies.

Sales 167

Sales Hiring Sales Process Closing 167

Anthony Cole Training

SEPTEMBER 22, 2010

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). hiring sales people (6). sales pipeline (1). It isnt about sales, selling or closing a deal successfully. Comments have been closed for this article. Eliminate 96% of Your Hiring Mistakes?!? Tonys Top Ten. Sales Core Competencies I.

Sales 183

Sales Hiring Sales Process Closing 183

Anthony Cole Training

OCTOBER 7, 2011

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). hiring sales people (6). sales pipeline (1). Love and nurture family and friends - keep them close to your heart and mind. Comments have been closed for this article. Eliminate 96% of Your Hiring Mistakes?!? Tonys Top Ten.

Sales 183

Sales Management Hiring Business 183

Anthony Cole Training

AUGUST 6, 2010

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). hiring sales people (6). sales pipeline (1). Premature Close 2. Comments have been closed for this article. Tonys Top Ten. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. Sales Core Competencies I.

Sales 191

Sales Hiring Closing Sales Process 191

Anthony Cole Training

DECEMBER 16, 2011

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). hiring sales people (6). sales pipeline (1). You would not be too likely to hire that trainer. Send the sales people to an on-line learning resource , have them read a book or hire an outside consulting firm to help you map your sales process.

Sales 179

Sales Hiring Sales Process Management 179

Anthony Cole Training

APRIL 18, 2011

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). hiring sales people (6). sales pipeline (1). Comments have been closed for this article. Eliminate 96% of Your Hiring Mistakes?!? Hire SalesPeople Who Can and Will Sell in These Tough Markets. Tonys Top Ten. Sales Core Competencies I.

Sales 173

Sales Hiring Business Sales Process 173

Anthony Cole Training

MAY 1, 2010

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). hiring sales people (6). sales pipeline (1). Not even close. As an example, instead of sales pipeline, we will focus on what is brewing? Comments have been closed for this article. Tonys Top Ten. 7 More Sales Core Competencies.

Sales 147

Sales Hiring Sales Tools Sales Process 147

Anthony Cole Training

APRIL 11, 2011

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). hiring sales people (6). sales pipeline (1). Comments have been closed for this article. Eliminate 96% of Your Hiring Mistakes?!? Hire SalesPeople Who Can and Will Sell in These Tough Markets. Tonys Top Ten. Sales Core Competencies I.

Sales 190

Sales Hiring Sales Process B2B 190

Anthony Cole Training

JUNE 29, 2010

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). hiring sales people (6). sales pipeline (1). Comments have been closed for this article. Eliminate 96% of Your Hiring Mistakes?!? Hire SalesPeople Who Can and Will Sell in These Tough Markets. Tonys Top Ten. Sales Core Competencies I.

Sales 187

Sales Hiring Sales Process Closing 187

Anthony Cole Training

FEBRUARY 25, 2011

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). hiring sales people (6). sales pipeline (1). Comments have been closed for this article. Eliminate 96% of Your Hiring Mistakes?!? Hire SalesPeople Who Can and Will Sell in These Tough Markets. Tonys Top Ten. Sales Core Competencies I.

Sales 170

Sales Hiring Sales Process B2B 170

Anthony Cole Training

JUNE 22, 2011

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). hiring sales people (6). sales pipeline (1). More rigorous use of pipeline and activity tracking. Cumulative pipeline YTD exceeds 2MM in revenue. Comments have been closed for this article. Eliminate 96% of Your Hiring Mistakes?!?

Sales 135

Sales Hiring Sales Process Pipeline 135

Anthony Cole Training

FEBRUARY 24, 2012

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). hiring sales people (6). sales pipeline (1). Pipeline volume ( link to evaluate current pipeline quality ). Closing ratio. Evaluate every possible new hire before you start the interview process. Hiring mistake calculator.

Sales 136

Sales Hiring Sales Process Pipeline 136