A Sales Guy

FEBRUARY 9, 2014

Man, is knowing if a deal will close important to the sales world. Knowing if a deal is going to close is at the center of every opportunity discussion of every sales organization in the world. I know we have close probabilities, but in end, it’s still thumb in the air. You have no idea if a deal will close.

Closing 117

Closing Forecasting Sales Process Pipeline 117

Horizon Hospitality

APRIL 22, 2024

It means that senior living sales professionals need a different set of skills to be successful in today’s senior living landscape. However, by using DISC and similar types of personality assessments , senior living sales leaders realize that the most successful professionals tend to be more aggressive. Contact us today to learn more.

Sales 52

Sales Management Sales Process Closing 52

Anthony Cole Training

AUGUST 2, 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).

Closing 169

Closing Sales Hiring Sales Process 169

A Sales Guy

JULY 6, 2012

Today I’m going to talk about the lack of close dates or inaccurate close dates. Technically speaking you could say the lack of close dates or inaccurate close dates IS bad data and you’d be right. An accurate close is at the heart of a strong pipeline. sales reps feelings.

Pipeline 111

Pipeline Closing Sales Sales Process 111

Anthony Cole Training

AUGUST 27, 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).

Closing 154

Closing Sales Hiring Sales Process 154

Hotel Speak

OCTOBER 10, 2024

Charleston, SC – (October 10, 2024) – SalesAndCatering.com and Cloudbeds have announced a two-way integration that will empower hotels, resorts, and conference centers to optimize hotel group sales and event management. This two-way integration optimizes group sales and event management.

Events 83

Events Sales Operations Sales Process 83

Hotel Business

OCTOBER 30, 2024

Thynk , a provider of hospitality commercial management solutions, and Cvent , a meetings, events and hospitality technology provider, have entered into a strategic partnership to “empower hotel and venue sales teams with the solutions they need to drive greater business results.”

Sales 59

Sales Events Sales Process Closing 59

Hotel Business

OCTOBER 17, 2023

Mumford Company, a full-service hospitality brokerage advisory firm since 1978, has completed a number of deals this year to close a robust third quarter. In the last few weeks, the firms closed several deals representing a broad range of property types throughout the U.S.

Sales Process 59

Sales Process Closing Pipeline Sales 59

Cloudbeds

OCTOBER 9, 2024

New partnership streamlines group bookings, event management, and catering to boost hotel efficiency and revenue Charleston, SC –SalesAndCatering.com and Cloudbeds have announced a two-way integration that will empower hotels, resorts, and conference centers to optimize hotel group sales and event management.

Events 59

Events Sales Operations Sales Process 59

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 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

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

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 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

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

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

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

Social Tables

OCTOBER 14, 2016

Whether you’re a planner or a venue sales professional, seating templates bring your potential client into the sales process at an early stage and works to help you close the sale. The post Floor Plan Templates, Theatre Seating & Meal Management appeared first on The Social Tables Blog.

Management 60

Management Events Sales Process Sales 60

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 182

Sales Sales Enablement Sales Process Pipeline 182

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

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 Iannarino

JULY 8, 2019

In the past, the word discovery was used to describe both a stage in the sales process as well as an outcome. Both the stage and the outcome described the process of asking clients to share their dissatisfaction with their results, their supplier, and their challenges. No more pushy sales tactics. You need to make sales.

Sales Process 99

Sales Process Closing Sales B2B 99

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 Iannarino

SEPTEMBER 19, 2019

You are going to engage with prospective clients who are more than willing to explore change with you, the second of the ten commitments you will find in The Lost Art of Closing: Winning the 10 Commitments That Drive Sales. No more pushy sales tactics. Managing Nonlinearity. No more pushy sales tactics.

Closing 99

Closing Sales Sales Process Management 99

Lure Agency

AUGUST 23, 2022

The hotel sales process can be complex, but it doesn’t have to be mysterious. The InnSync Show’s Cory Falter recently chatted with Tammy Gillis, sales performance expert from Gillis Consulting and Training , Inc., Tammy says there are two distinct sales types: gathering and hunting. This is a big mistake.

Hotel Sales 52

Hotel Sales Sales Sales Process Hotels 52

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

A Sales Guy

JULY 7, 2014

If there is no tension in the sales process, you’re not selling. As a sales person, your job is not to reduce tension or avoid it but rather know how to manage it. Embracing tension is how you get to the close and deliver. Sales Advice Customer Management managing the sale selling tips'

Sales 124

Sales Sales Process Closing Management 124

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

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 Iannarino

APRIL 17, 2019

Not Controlling the Process : If I could recommend only one thing that would improve your effectiveness, it would be that you learn to effectively control the process, managing the sales conversations, recommend next steps, and helping your dream clients make change. No more pushy sales tactics. Essential Reading!

Sales 94

Sales Closing Sales Process B2B 94

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

Hotel Business

APRIL 6, 2023

A well-run investment sales process creates competition and leverage for the seller, which provides the best available price, speed and certainty from potential purchasers. Trusted advisors manage the transaction process for a living, while most owners focus on creating value.

Sales Process 59

Sales Process Hotels Sales Marketing 59

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

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 Iannarino

OCTOBER 30, 2019

When Neil Rackham wrote SPIN Selling in 1988, salespeople were taught to ask two kinds of questions, open-ended questions that required their prospects to provide information, and closed-ended questions that required a yes or no answer. The close-ended questions being used to teach salespeople to tie-down their prospects and close them.

Sales 61

Sales Sales Process Closing Forecasting 61

Anthony Iannarino

JULY 11, 2019

When you miss your sales forecast or goal, there is almost always a deal or two (or three) that pushed, prospects that didn’t sign the contract by the end of the quarter. No more pushy sales tactics. The Lost Art of Closing shows you how to proactively lead your customer and close your sales. Essential Reading!

Forecasting 92

Forecasting Sales Closing Sales Process 92

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