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. I like how the book (The Challenger Sale) does this.

Pipeline 116

Pipeline Sales Management Sales Leadership 116

Anthony Cole Training

OCTOBER 7, 2011

Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. building sales relationships (7). close more sales (21). consistent sales (4).

Sales 181

Sales Management Hiring Business 181

Anthony Cole Training

SEPTEMBER 26, 2011

Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. building sales relationships (7). close more sales (21). consistent sales (4).

Sales 169

Sales Management Hiring Sales Process 169

Anthony Cole Training

JANUARY 19, 2015

If your sales team isn''t performing as expected, you must ask the question - Why? Not closing enough. Sales taking too long. They have also adopted the Sales Managed Environment® and Effective Sales System as their own. Can we close more sales? Can we be more consistent with our sales process?

Sales 207

Sales Hiring Pipeline Sales Leadership 207

Anthony Cole Training

AUGUST 29, 2011

Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. building sales relationships (7). close more sales (21). consistent sales (4).

Sales 145

Sales Management Hiring Closing 145

A Sales Guy

JULY 10, 2013

Deal debt is one of the most egregious management practices perpetrated on sales people today. Deal debt is the result of end of the quarter pressure sales leaders put on their sales team to pull deals into the current quarter that aren’t slated to close until the next quarter — all in order to make the number.

Sales 115

Sales Sales Leadership B2B Pipeline 115

Anthony Cole Training

MAY 19, 2011

Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. building sales relationships (7). close more sales (21). consistent sales (4).

Sales 163

Sales Management Hiring Sales Process 163

A Sales Guy

AUGUST 2, 2013

Average deal size provides insight into how well a sales rep can maintain the integrity of pricing and drive greater value into the sale. Winning Percentage: What percentage of opportunities does the sales rep close? How good is the sales rep at knowing when to stop working a deal and close it?

Sales 121

Sales Pipeline Sales Leadership Closing 121

Anthony Cole Training

MARCH 23, 2010

Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. building sales relationships (7). close more sales (21). consistent sales (4).

Sales 120

Sales Management Sales Process Hiring 120

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?

Sales 115

Sales Management Pipeline Closing 115

A Sales Guy

AUGUST 13, 2012

One of the most common sales leadership complaints is sales people don’t use the CRM. Getting sales people to use the CRM has been an on going challenge for sales leaders for far too many years. The reason so few sales people don’t use the CRM is because they see no value.

Sales Leadership 115

Sales Leadership Sales Sales Process Closing 115

Anthony Cole Training

FEBRUARY 6, 2012

Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. building sales relationships (7). close more sales (21). consistent sales (4).

Sales 187

Sales Hiring Sales Leadership Sales Process 187

Anthony Cole Training

OCTOBER 25, 2011

Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. building sales relationships (7). close more sales (21). consistent sales (4).

Sales 163

Sales Hiring Closing Sales Process 163

Anthony Cole Training

OCTOBER 25, 2011

Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. building sales relationships (7). close more sales (21). consistent sales (4).

Sales 176

Sales Hiring Closing Sales Process 176

Anthony Iannarino

JULY 29, 2020

You may have heard some sales leaders call the “ pipeline ” something like “pipe-lies.” You may also be familiar with forecasted closing dates as “Hopeium.” However, some factors can help you dial in your sales forecast, moving you closer to what is true, even if you don’t like the truth your forecast reveals.

Forecasting 90

Forecasting Sales Closing Pipeline 90

Anthony Cole Training

JANUARY 16, 2012

Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. building sales relationships (7). close more sales (21). consistent sales (4).

Sales 194

Sales Hiring Sales Process Closing 194

Anthony Iannarino

JULY 30, 2020

There is a certain variety of sales experts who write as if salespeople, sales managers, and sales leaders are all from central casting for movies like Glengarry Glenn Ross or Boiler Room , movies that define the sales stereotype of self-oriented, manipulative, and high-pressure sales.

Sales 112

Sales B2B Management Sales Leadership 112

A Sales Guy

SEPTEMBER 15, 2016

4) Sales Manager Survival Guide – David Brock. That’s what makes David’s book Sales Managers Survival Guide so valuable. David has practiced and lived sophisticated sales leadership for decades and he’s good at it. David has written the definitive guide to sales management.

Sales 167

Sales Pipeline Closing Sales Leadership 167

Anthony Cole Training

FEBRUARY 14, 2012

Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. building sales relationships (7). close more sales (21). consistent sales (4).

Sales 163

Sales Hiring Closing Shopping 163

Anthony Iannarino

JANUARY 26, 2020

They could not close deals , and they were terrible negotiators. “When you fire the next group of salespeople because you believe they’re awful, can’t close, and can’t negotiate, what are you going to change when you hire the third group of salespeople? Personal leadership is also a variable.

Sales 128

Sales Sales Leadership Closing Hiring 128

Anthony Cole Training

APRIL 13, 2011

Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. building sales relationships (7). close more sales (21). consistent sales (4).

Sales 176

Sales Hiring Closing Pipeline 176

Anthony Cole Training

JANUARY 5, 2012

Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. building sales relationships (7). close more sales (21). consistent sales (4).

Sales 133

Sales Hiring Sales Process Sales Leadership 133

Anthony Cole Training

JANUARY 31, 2012

Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. building sales relationships (7). close more sales (21). consistent sales (4).

Sales 163

Sales Hiring Sales Process Sales Leadership 163

Anthony Cole Training

MAY 10, 2011

Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. building sales relationships (7). close more sales (21). consistent sales (4).

Sales 133

Sales Hiring Closing Sales Process 133

Anthony Cole Training

SEPTEMBER 10, 2010

Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. building sales relationships (7). close more sales (21). consistent sales (4).

Sales 185

Sales Hiring Closing Sales Process 185

A Sales Guy

APRIL 16, 2014

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. It’s hard to know if it’s close to moving to the next stage or if it’s still in the beginning. Pipeline Sales Leadership'

Pipeline 134

Pipeline Sales Forecasting Sales Leadership 134

Anthony Cole Training

JANUARY 31, 2013

The findings provide everyone - the sales executives, the individual sales people and us - with actionable insights as to “why” the sales team functions the way it does. Since the sales manager and sales people work closely together to attain yearly goals, it is a benefit to have a consistent, accessible person in that role.

Sales 177

Sales Management Hiring Sales Leadership 177

Anthony Cole Training

APRIL 19, 2011

Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. building sales relationships (7). close more sales (21). consistent sales (4).

Sales 163

Sales Hiring Sales Process Pipeline 163

Anthony Cole Training

APRIL 15, 2011

Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. building sales relationships (7). close more sales (21). consistent sales (4).

Sales 169

Sales Hiring Closing Sales Process 169

Anthony Cole Training

JANUARY 23, 2012

Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. building sales relationships (7). close more sales (21). consistent sales (4).

Sales 120

Sales Hiring Management Sales Leadership 120

Anthony Iannarino

JULY 18, 2019

When you allow your team to get mired in operation, you have effectively reduced the size of your sales force. Allowing a Change in Strategy : There are salespeople and sales managers and other leaders who would all have you change the company’s strategy from value creation to the lowest price. Start with these.

Sales 103

Sales Closing Sales Process Operations 103

Anthony Iannarino

JUNE 2, 2019

I have also had the displeasure of watching (and managing) salespeople with massive natural talent fail only because they lacked self-discipline. Sales and selling on an organizational level boils down to two main components: sales leadership and salespeople. Importance of Sales Leadership.

Sales 61

Sales Sales Leadership Sales Process Business 61

Anthony Cole Training

FEBRUARY 13, 2012

Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. building sales relationships (7). close more sales (21). consistent sales (4).

Sales 135

Sales Hiring Closing Sales Process 135

A Sales Guy

NOVEMBER 15, 2011

The reception talked about the challenges and opportunities for todays sales managers. As you can imagine, much of the conversation evolved around social media and the changes sales leaders are facing today. 40% want to accelerate the close. 22% looking to improve sales reps productivity.

Sales 102

Sales Sales Leadership Sales Process Closing 102

Anthony Cole Training

JANUARY 19, 2012

Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. building sales relationships (7). close more sales (21). consistent sales (4).

Sales 189

Sales Hiring Sales Process Closing 189

Anthony Cole Training

DECEMBER 14, 2011

Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. building sales relationships (7). close more sales (21). consistent sales (4).

Sales 163

Sales Hiring Sales Process B2B 163

A Sales Guy

DECEMBER 16, 2011

Sales prevention departments drive sales people crazy. The more bureaucratic a company is the bigger their sales prevention department will be. Sales people have enough challenges externally to getting the deal closed, they don’t need to have to fight internally too. Support your sales team.

Sales 128

Sales Sales Enablement Sales Leadership Closing 128