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 Iannarino

JULY 2, 2020

Many decades ago, the theory about how to close deals faster was to use a trial close, followed by increasing pressure, regardless of your prospective client’s objections (which were unresolved concerns). The most popular theory now is to improve your sales velocity, the speed at which you complete “the sales conversation.”

Closing 121

Closing Sales Sales Process B2B 121

Anthony Cole Training

JANUARY 30, 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 154

Sales Management Hiring Sales Process 154

Anthony Iannarino

AUGUST 11, 2020

One of the most significant changes in sales is the meaning of the word “closing.” In the past, sales leaders would suggest that they wanted to hire people who could close deals, asking the prospective client to buy, and getting ink on a contract.

Closing 122

Closing Sales Sales Process B2B 122

A Sales Guy

JUNE 28, 2012

The sales pipeline is the most important sales management tool there is. The sales pipeline is like the hard drive of a computer. Like your hard drive, if the pipeline gets messed up or filled with crap, everything slows down and in the case of sales that means revenue. Inaccurate close dates or no close dates.

Pipeline 112

Pipeline Sales Management Sales Process 112

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

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

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 177

Sales Process Sales Closing Hiring 177

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

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 181

Sales Sales Enablement Sales Process Pipeline 181

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 193

Sales Hiring Sales Process Closing 193

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. The companies who have had the most success with our programming have followed the process: Test, Train and Track. Can we close more sales? Can we improve our sales culture?

Sales 207

Sales Hiring Pipeline Sales Leadership 207

Anthony Cole Training

DECEMBER 16, 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 Sales Process Management 176

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 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

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

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

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

AUGUST 17, 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 181

Sales Hiring Sales Process Management 181

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

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 Cole Training

DECEMBER 18, 2018

When a company first starts out, there probably isn’t much of a sales process, or team, in place. The one or two advisors target prospects, introduce them to the company, and close deals according to their own preferred methods. What’s the secret to accelerating sales growth?

Sales 163

Sales Sales Process Closing Business 163

Anthony Cole Training

JULY 21, 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 154

Sales Hiring Sales Process B2B 154

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

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 52

Sales Process Sales Hotel Sales Hotels 52

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 98

Sales Management Sales Process Hotel Sales 98

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

MAY 16, 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).

Business 181

Business Sales Hiring Sales Process 181

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

A Sales Guy

JULY 13, 2012

When deals get stuck in the pipeline, revenue is delayed, close rates decrease and quotas are missed. They have no idea what stage deals are in, how long they have been there, when they are supposed to close, the average length of time it takes for deals to close, what their win loss rate is or what their win loss percentage is.

Pipeline 111

Pipeline Sales Process KPI Closing 111

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. Guaranteed! Did you like today’s post?

Sales 198

Sales Sales Process Hiring Business 198

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

FEBRUARY 2, 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 Hiring Closing Sales Process 181

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. Guaranteed! More Resources: Why is Qualifying Prospect So Hard eBook.

Sales 163

Sales Sales Process Hiring Business 163

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

Anthony Cole Training

AUGUST 6, 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 189

Sales Hiring Closing Sales Process 189

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 107

Management Closing Sales Sales Process 107