Anthony Cole Training

AUGUST 27, 2010

Four ‘Have To’ Strategies for Closing Sales. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! close more sales (21). managing sales (4). managing sales teams (18). performance management (3). practice management (9). sales management (49).

Closing 154

Closing Sales Hiring Sales Process 154

A Sales Guy

NOVEMBER 5, 2012

Pipelines are an interesting thing. They are supposed to provide valuable insight for BOTH management and sales people. Their purpose is to provide visibility into the health of the selling process, letting the sales organization know how close or far they are from making quota. Pipelines however, are more than a key indicator.

Pipeline 116

Pipeline Sales Closing Sales Process 116

A Sales Guy

FEBRUARY 9, 2014

Man, is knowing if a deal will close important to the sales world. It’s the center of every pipeline meeting, every executive conversation at the end of the quarter. Knowing if a deal is going to close is at the center of every opportunity discussion of every sales organization in the world.

Closing 117

Closing Forecasting Sales Process Pipeline 117

A Sales Guy

APRIL 16, 2014

What do your sales pipeline stages look like? Are they working, does your pipeline tell you what you need to know? If you’re like most sales organizations your pipeline stages are average. They do just enough for you to track sales, to manage opportunities and to provide a rough forecast. How many do you have?

Pipeline 134

Pipeline Sales Forecasting Sales Leadership 134

Anthony Cole Training

APRIL 23, 2014

Managing a sales team can be described as complicated, difficult, tough, impossible, thankless, endless. 2) We conduct an objective evaluation of the organization to uncover the systems, processes, priorities, strategies, sales and sales management skills, tendencies and efficiencies. which is it? Measurement - Measure what?

Sales 196

Sales Management Pipeline Closing 196

Anthony Cole Training

DECEMBER 11, 2014

If they have great skills (consulting, qualifying, and closing) but they never hunt, then it doesn’t matter. I believe the same is true with sales management. If you look closely, you will see a vertical line at the 50% mark. If my sales manager is coaching properly, then why do these problems exists? 513.226.3913.

Sales 198

Sales Management Closing Pipeline 198

A Sales Guy

JULY 9, 2012

This is my 4th post in a series on pipeline movement. Getting deals or opportunities to move through the pipeline is absolutely critical to increasing sales. Therefore, I thought it made sense to break down each of the areas that keep deals stuck and languishing in the pipeline. Do they lead a sale to the close?

Sales Process 113

Sales Process Pipeline Sales Closing 113

Hotel Management

JANUARY 9, 2024

Our growth strategy is asset-right, across leased, franchised and managed business models and we’ve also been seeing more opportunities for conversion projects. We’ve also added local language capabilities and local management offices to better serve our owners in each market.

Pipeline 264

Pipeline Branding Construction Marketing 264

Anthony Cole Training

FEBRUARY 7, 2013

Performance management is generally considered to be the 2nd step in building successful sales teams. I'm not here to argue, however, based on my experiences and what I've learned, I believe there IS another important step that must come before performance management. Some would argue it's the 3rd.

Sales 176

Sales Management Hiring Closing 176

Anthony Cole Training

SEPTEMBER 9, 2014

But, prior to that, at some time in their careers, they were managers of something. What separated them, I’m guessing, is that they thought presidentially - they looked at the role of manager through the eyes of a president. Diverse Revenue Streams (people) – As a manager, are your numbers (or is your success) dependent upon the few?

Sales 163

Sales Management Hiring Pipeline 163

Anthony Cole Training

OCTOBER 7, 2011

Four ‘Have To’ Strategies for Closing Sales. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! close more sales (21). managing sales (4). managing sales teams (18). performance management (3). practice management (9). sales management (49).

Sales 181

Sales Management Hiring Business 181

A Sales Guy

AUGUST 21, 2012

I don’t give a rats ass about a sales opportunities status and as a sales manager you shouldn’t either. ” Status is the lame update sales people share during the weekly pipeline meeting. Sales Manager – “Hey Bob, what’s the status on the Techform opportunity? What is “status?”

Sales 115

Sales Management Pipeline Closing 115

Hotel Business

APRIL 27, 2023

In the latest United States Construction Pipeline Trend Report from Lodging Econometrics (LE), analysts report that construction pipeline projects in the U.S. continue to increase, standing at 5,545 projects/658,207 rooms at the close of Q1 2023. construction pipeline at Q1. construction pipeline at Q1.

Pipeline 98

Pipeline Construction Scale Closing 98

Anthony Cole Training

SEPTEMBER 26, 2011

Four ‘Have To’ Strategies for Closing Sales. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! close more sales (21). managing sales (4). managing sales teams (18). performance management (3). practice management (9). sales management (49).

Sales 169

Sales Management Hiring Sales Process 169

Anthony Cole Training

JANUARY 30, 2012

Four ‘Have To’ Strategies for Closing Sales. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! close more sales (21). managing sales (4). managing sales teams (18). performance management (3). practice management (9). sales management (49).

Sales 154

Sales Management Hiring Sales Process 154

Hotel Management

JANUARY 17, 2024

A highly respected and experienced leader, Harwood currently serves as SVP, Managing Director for IHG’s Japan, Australasia and Pacific (JAPAC) region, and has led record regional growth since assuming the position six years ago, in January 2018. IHG will share an update on JAPAC succession plans within the upcoming weeks.

Accommodation 279

Accommodation General Manager Operations Resorts 279

Anthony Cole Training

JANUARY 19, 2015

Chances are you won''t know for sure but you can describe the symptoms: Anemic pipeline. Not closing enough. They have also adopted the Sales Managed Environment® and Effective Sales System as their own. Can we close more sales? Can we improve our pipeline and forecasting accuracy? Sales taking too long.

Sales 207

Sales Hiring Pipeline Sales Leadership 207

Anthony Cole Training

MAY 19, 2011

Four ‘Have To’ Strategies for Closing Sales. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! close more sales (21). managing sales (4). managing sales teams (18). performance management (3). practice management (9). sales management (49).

Sales 163

Sales Management Hiring Sales Process 163

Hotel Designs

MAY 22, 2023

“The addition of these hotels across our luxury and lifestyle portfolio is a meaningful contribution to IHG’s growth in Italy, which is a key market for us,” commented Eric Viale, Managing Director, Southern Europe, IHG Hotels & Resorts. Hotel Indigo Trieste is another piepline project, again partnering with Gruppo CHC.

Pipeline 98

Pipeline Resorts Hotels Shopping 98

Hotel Management

MAY 21, 2024

Today Swiss-Belhotel International has close to 135 hotels and operations across 20 countries and over 12,000 staff. Alongside his position as SVP of Information Technology, E-Commerce and Distribution at Swiss-Belhotel International, Matthew is now heavily involved in corporate management in Indonesia.

Business 264

Business Pipeline Construction Closing 264

Anthony Cole Training

SEPTEMBER 15, 2014

But, when potential financial backers ask her, she tells them it means “Assets Under Management”. That got me thinking about sales managers and their assets – people. As a sales VP or manager, people are your only asset. Looking at the return (pipeline or sales results) is not enough. But, is it performing as expected?

Sales 155

Sales Management Hiring ROI 155

Anthony Cole Training

AUGUST 29, 2011

Four ‘Have To’ Strategies for Closing Sales. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! close more sales (21). managing sales (4). managing sales teams (18). performance management (3). practice management (9). sales management (49).

Sales 145

Sales Management Hiring Closing 145

Anthony Iannarino

JUNE 26, 2019

The early investment means you will need to spend much less time dealing with issues later, having put the processes in place and managed the transition. The challenge is building a solid pipeline during the process of standing up a new, large client. You Are Not an Account Manager. Worse, I had no pipeline.

Pipeline 104

Pipeline Sales Management Operations 104

Anthony Cole Training

AUGUST 11, 2017

How well can you relate to the following situations: producers not meeting sales expectations, there aren't enough opportunities in the pipeline, too few of the people are carrying the sales production load for the entire team?

Pipeline 144

Pipeline Sales Closing Management 144

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. Let me clarify.

Sales 181

Sales Sales Enablement Sales Process Pipeline 181

Hotel Management

JANUARY 8, 2024

Marriott International is sharpening its focus on luxury with the appointment of Krister Svensson as Multi Property Vice President, Luxury Hotels Australia and General Manager at W Melbourne. The post Exclusive: meet Marriott’s new VP of luxury hotels in Australia appeared first on Hotel Management.

Hotels 277

Hotels Branding Travel Pipeline 277

Anthony Cole Training

NOVEMBER 10, 2010

Four ‘Have To’ Strategies for Closing Sales. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! close more sales (21). managing sales (4). managing sales teams (18). performance management (3). practice management (9). sales management (49).

Sales 176

Sales Hiring Pipeline Sales Process 176

A Sales Guy

AUGUST 2, 2013

Winning Percentage: What percentage of opportunities does the sales rep close? Average Days in Pipeline: Take all the opportunities in the pipeline and add up the number of days they have been in the pipeline, then divide by the number of opportunities. How long do deals sit in the pipeline? There should be.

Sales 121

Sales Pipeline Sales Leadership Closing 121

Anthony Cole Training

APRIL 13, 2011

Four ‘Have To’ Strategies for Closing Sales. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! close more sales (21). managing sales (4). managing sales teams (18). performance management (3). practice management (9). sales management (49).

Sales 176

Sales Hiring Closing Pipeline 176

Hotel Management

JANUARY 8, 2024

New locations Lyf is currently present in 21 cities globally, with over 5,500 units both operating and in the pipeline. Leading the next phase of development and growth of Lyf is Adeline Phua, who has been appointed Managing Lyf Partner.

Average Daily Rate 264

Average Daily Rate Scale Accommodation Branding 264

Hotel Management

SEPTEMBER 25, 2024

TFE Hotels has signed a multi-property management agreement with New Zealand’s Heritage Hotels, which will see half of the Heritage portfolio refurbished and rebranded under the Adina and Rendezvous brands. The post Exclusive: TFE signs five New Zealand properties with Heritage Hotels appeared first on Hotel Management.

Global Distribution System 173

Global Distribution System Target Marketing Hotels Forecasting 173

Hotel Management

DECEMBER 19, 2023

I was very quick to start working closely with our Accommodation Association manager in Victoria, and our AHA CEO in Victoria. We’re still working closely on some of these migration reforms, as international students still play a critical role in our industry. We’re working closely in the accessible space.

Accommodation 290

Accommodation Tourism Occupancy Closing 290

Hotel Management

OCTOBER 24, 2024

“The collaboration will accelerate our asset-light expansion in China by leveraging Jin Jiang’s franchise-ready infrastructure, complementing our successful management strategy in the market where we currently operate more than 220 properties in over 40 cities,” said Ascott and CLI Lodging Chief Executive Officer, Kevin Goh.

Hotels 249

Hotels Branding Operations Pipeline 249

Anthony Cole Training

FEBRUARY 7, 2013

Performance management is generally considered to be an important step in building successful sales practices and sales teams. Wikipedia, which references Aubrey Daniels, perfectly states the purpose of performance management - to close/eliminate performance gaps. And THIS is where performance management begins to take place.

Sales 120

Sales Management Hiring Revenue 120

Hotel Business

MARCH 13, 2023

Hospitality management, acquisition and development company PCH Hotels & Resorts has expanded its services to include third-party hotel management services for additional ownership groups. PCH is currently working with additional hospitality groups that have hotels in the pipeline.

Management 105

Management Services Operations Resorts 105

Anthony Cole Training

SEPTEMBER 10, 2010

Four ‘Have To’ Strategies for Closing Sales. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! close more sales (21). managing sales (4). managing sales teams (18). performance management (3). practice management (9). sales management (49).

Sales 185

Sales Hiring Closing Sales Process 185

Anthony Cole Training

JANUARY 23, 2019

In selling, properly qualifying a prospective buyer is crucial in order to move an opportunity through the pipeline and ultimately close in your favor. In this blog, we cover the 3 things to remember about all prospects and how to fully understand and qualify their motivation to make a change.

Pipeline 146

Pipeline Closing Sales Management 146