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 163

Sales Hiring Closing Intent 163

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 182

Sales Sales Enablement Sales Process Pipeline 182

Anthony Cole Training

APRIL 13, 2011

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). hiring sales people (6). sales pipeline (1). What typically happens is that the pipeline gets depleted because the sales person has been closing business. The business of closing business becomes the primary focus. Tonys Top Ten.

Sales 176

Sales Hiring Closing Pipeline 176

Hotel Business

FEBRUARY 8, 2024

“PPHE is in a very exciting phase of growth, building on its strong footprint of Park Plaza hotels, while also completing and opening several large pipeline projects across capital cities including London, Belgrade, Berlin, Rome and across different market segments and brands including art’otel and Radisson RED.

Real Estate 64

Real Estate Pipeline Hotels Operations 64

Anthony Cole Training

NOVEMBER 10, 2010

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). hiring sales people (6). sales pipeline (1). Your pipeline. A robust pipeline gives you courage to ask for the decision. Call to action: Go to our website, download our post call debriefing form and then assess the quality of your pipeline.

Sales 176

Sales Hiring Pipeline Sales Process 176

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 163

Sales Hiring Sales Process Pipeline 163

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 182

Sales Hiring Pipeline Closing 182

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 176

Sales Hiring Closing Sales Process 176

Anthony Cole Training

SEPTEMBER 15, 2014

They do not take on careers, professions and jobs to further the growth of the company that hires them. How are you doing with each of the holdings that you have recruited, hired and/or on-boarded? Looking at the return (pipeline or sales results) is not enough. Then ask the question – “Did I make a hiring mistake?”.

Sales 155

Sales Management Hiring ROI 155

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 176

Sales Management Hiring Closing 176

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 163

Sales Hiring Closing Sales Process 163

Anthony Cole Training

SEPTEMBER 9, 2014

Knowing how much has been sold and how much is in the pipeline is a look back. If your president asked you what you thought would be in the pipeline in 6 days/weeks/months from now, what could you tell her? Competition, losing key sales people, pricing, economy, investment in bad hires? 7 Keys to a More Productive Sales Team.

Sales 163

Sales Management Hiring Pipeline 163

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 194

Sales Hiring Sales Process Closing 194

A Sales Guy

JULY 26, 2012

Sales leaders are hired or fired on their ability to make it. Coach the team on reducing the average days in the pipeline. What is your average close percentage? What reps have the highest close percentages? Revenue, just about EVERY sales organization runs on it. Everyone has a revenue quota.

Revenue 114

Revenue Sales Pipeline Closing 114

Hotel Business

JANUARY 11, 2023

Under his leadership, IHG launched five new brands in the Americas and grew to approximately 5,000 hotels open and in the pipeline. Eisemann said, “I have enjoyed working closely with the Noble team for over 20 years. He retired from IHG Hotels & Resorts in 2022 after 11 years with the company.

Scale 59

Scale Pipeline Closing Branding 59

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 134

Sales Hiring Sales Process Pipeline 134

A Sales Guy

SEPTEMBER 15, 2016

It’s how we build our pipelines. Jeb has written a killer book designed help you build a solid pipeline faster. If you want a bigger pipeline, this book can help you get it. Sales Manager Survival Guide covers everything from hiring and firing to comp plans, to performance reviews, to succession planning and more.

Sales 167

Sales Closing Pipeline Sales Leadership 167

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 163

Sales Hiring Closing Shopping 163

Anthony Cole Training

SEPTEMBER 15, 2014

They do not take on careers, professions and jobs to further the growth of the company that hires them. How are you doing with each of the holdings that you have recruited, hired and/or on-boarded? Looking at the return (pipeline or sales results) is not enough. Then ask the question – “Did I make a hiring mistake?”.

Sales 124

Sales Management Hiring ROI 124

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 185

Sales Hiring Closing Sales Process 185

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 133

Sales Hiring Sales Process Pipeline 133

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 163

Sales Management Hiring Sales Process 163

A Sales Guy

AUGUST 27, 2014

You know you have to connect with the CEO to get the deal closed, but can you? You know you have to grow your pipeline by 30% in order to make quota, but can you? You know if you don’t close the big deal you won’t make your number, but can you? You know you have to save more money for retirement, but can you?

Sales 132

Sales Pipeline Closing Hiring 132

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 169

Sales Management Hiring Sales Process 169

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 181

Sales Hiring Sales Process Management 181

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 179

Sales Hiring Sales Process B2B 179

Anthony Cole Training

JANUARY 5, 2012

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). hiring sales people (6). sales pipeline (1). How do I hire better people? Usually, 25% of sales people hired lack the required desire and or commitment to be successful as sales people. Tonys Top Ten. 7 More Sales Core Competencies.

Sales 133

Sales Hiring Sales Process Sales Leadership 133

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 187

Sales Hiring Sales Leadership Sales Process 187

A Sales Guy

APRIL 2, 2012

We spend a lot of time focusing on the end goal; making quota, getting funding, the promotion, the awards, closing the big deal, etc. It’s building the pipeline to 5x instead of 4x. It’s hiring the killer new sales person. The end is important. It’s good to focus on. The path to the end is predictable.

Hiring 113

Hiring Pipeline Closing Sales 113

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 181

Sales Hiring Sales Process Management 181

Anthony Cole Training

FEBRUARY 7, 2013

Wikipedia, which references Aubrey Daniels, perfectly states the purpose of performance management - to close/eliminate performance gaps. You've hired someone, they've been through your on-boarding process and training program, and now it's time for them to get out there and do what you hired them to do - succeed in selling.

Sales 120

Sales Management Hiring Revenue 120

Anthony Cole Training

MAY 10, 2011

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). hiring sales people (6). sales pipeline (1). Ive learned the following questions from Dave Kurlan that will help you close more business and achieve higher levels of sales success : 1. Comments have been closed for this article.

Sales 133

Sales Hiring Closing Sales Process 133

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 169

Sales Hiring Closing Sales Process 169

Hotel Business

DECEMBER 14, 2022

He will also oversee operations for the pipeline of soon-to-open hotels, with 10 debuts expected over the next three-five years. He is responsible for the financial performance across the SH Hotels portfolio and will work closely with the executive team to maximize performance across the board, according to the company.

Operations 52

Operations Resorts Pipeline Hotels 52

A Sales Guy

MAY 20, 2013

We’re too close to the day-to-day issues and challenges that we don’t pick our heads up and evaluate things from the big picture. Does the hiring process deliver A players? As a sales leader, if you are diligent in understand these four areas; people, process, strategy, product and the market you’re doing OK.

Sales 119

Sales Pipeline Sales Leadership B2B 119

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 189

Sales Hiring Sales Process Closing 189

Anthony Cole Training

FEBRUARY 13, 2012

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). hiring sales people (6). sales pipeline (1). Eliminate 96% of Your Hiring Mistakes?!? Hire SalesPeople Who Can and Will Sell in These Tough Markets. Express Screens provide easy, instant access to a hire (or no-hire) recommendation.

Sales 135

Sales Hiring Closing Sales Process 135