Anthony Cole Training

JANUARY 30, 2019

Facing stalls and objections throughout the sales process is a common occurrence for many salespeople. In this blog, we will cover the 10 common symptoms that suggest you may accept put-offs from prospects and how that is affecting the strength and quality of your sales pipeline.

Sales Process 134

Sales Process Pipeline Sales Closing 134

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

Anthony Cole Training

AUGUST 2, 2010

5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. Sale Process (2).

Closing 169

Closing Sales Hiring Sales Process 169

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. The place I see sales management fail the most (just behind hiring “A” players) is pipeline management.

Pipeline 116

Pipeline Sales Management Sales Leadership 116

Anthony Cole Training

AUGUST 27, 2010

5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. Sale Process (2).

Closing 154

Closing Sales Hiring Sales Process 154

Hotel Speak

OCTOBER 10, 2024

. “Efficiency is a key factor in maximizing hotel group sales and meeting revenue,” said Ryan Hamilton, Co-founder of STS Cloud. “We designed STS Cloud to streamline every part of the sales process—from pipeline management and group block creation to event orders and digital contracts.

Events 82

Events Sales Operations Sales Process 82

Anthony Cole Training

JANUARY 10, 2014

But, clearly it has little or nothing to do with the execution of the sales process - from finding prospects to getting them to make a decision to buy from you. We have a sales activities tracking tool called Success Tracker, and internally, we use BASE to manage our pipeline. All that is critical for sales success!

Sales 182

Sales Sales Enablement Sales Process Pipeline 182

Cloudbeds

OCTOBER 9, 2024

. “Efficiency is a key factor in maximizing hotel group sales and meeting revenue,” said Ryan Hamilton, Co-founder of STS Cloud. “We designed STS Cloud to streamline every part of the sales process—from pipeline management and group block creation to event orders and digital contracts.

Events 59

Events Sales Operations Sales Process 59

Anthony Cole Training

JANUARY 19, 2015

Sales teams perform based on two inputs - effort and execution. If your sales team isn''t performing as expected, you must ask the question - Why? Chances are you won''t know for sure but you can describe the symptoms: Anemic pipeline. Not closing enough. Sales taking too long. Can we close more sales?

Sales 207

Sales Hiring Pipeline Sales Leadership 207

A Sales Guy

SEPTEMBER 28, 2012

The sole purpose of the pipeline or sales process is to move deals from contact to contract, from start to finish. It’s to get them closed, win or lose. Because the only way an opportunity to move through the pipeline is to work it and the only way to work it is to manage it through specific tasks.

Pipeline 113

Pipeline Sales Process Closing Sales 113

Anthony Cole Training

MAY 1, 2015

Keep a full pipeline. It’s a critical part of every effective sales process, and yet, sometimes that very discussion causes us to get “off track” and lose focus on the objective of the call. Welcome to this week’s Sales Brew about “The Money Problem” - overcoming the reluctance to ask the tough questions.

Sales 170

Sales Sales Process Pipeline Business 170

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 Iannarino

JUNE 14, 2020

Without methodologies, you limit your effectiveness as a sales organization. The most common frameworks tend to be around asking questions, even if they are limited to the idea of open-ended and closed-ended questions, a frame from a time that is long past. The first time I sat in on a company’s pipeline meeting, I was horrified.

Sales 104

Sales Sales Process B2B Pipeline 104

A Sales Guy

MAY 9, 2016

Status is the lame update salespeople share… I don’t give a rat’s ass about a sales opportunities status in the pipeline and as a sales manager neither should you. ” Status is the lame update sales people share during the weekly pipeline meeting. Status pipeline discussions need to go.

Sales 63

Sales Pipeline Management Closing 63

A Sales Guy

MAY 20, 2013

As a sales leader, if you are diligent in understand these four areas; people, process, strategy, product and the market you’re doing OK. 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. Are they getting the desired results?

Sales 119

Sales Pipeline Sales Leadership B2B 119

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? They go like this.

Sales 115

Sales Management Pipeline Closing 115

Anthony Cole Training

APRIL 13, 2011

5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. Sale Process (2).

Sales 176

Sales Hiring Closing Pipeline 176

Anthony Iannarino

APRIL 16, 2020

A modern sales approach is still going to require some form of qualification, and the process is more a series of gates than it is a series of questions. Review a pipeline from any company, and single out any rep’s pipeline at random. No more pushy sales tactics. Compelled to Change.

Sales 88

Sales B2B Closing Pipeline 88

Anthony Cole Training

JANUARY 16, 2012

5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. Sale Process (2).

Sales 194

Sales Hiring Sales Process Closing 194

Anthony Cole Training

NOVEMBER 10, 2010

5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. Sale Process (2).

Sales 176

Sales Hiring Pipeline Sales Process 176

Anthony Cole Training

APRIL 19, 2011

5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. Sale Process (2).

Sales 163

Sales Hiring Sales Process Pipeline 163

Anthony Iannarino

AUGUST 9, 2019

Despite our best efforts to see both the sales process and buyer’s journey as linear, reality provides a truth that is at odds with what might better serve us—and our clients. In complex, B2B sales, it is more often that deals take a circuitous path, doubling back over ground you have already covered, and full of fits and starts.

Sales 81

Sales B2B Sales Process Closing 81

A Sales Guy

JULY 7, 2012

The best sales people spend their time searching out problems and solving them. Problems keep us from closing the deal. Problems cause the pipeline to get backed up. Problems keep our customers from growing their business. Problems keep us from beating the competition. Problems create declines in revenue.

Pipeline 111

Pipeline Sales Closing Revenue 111

Anthony Iannarino

OCTOBER 24, 2019

Outdated Approach : If your approach to sales is from 1988 (or even earlier), it is obsolete and of limited effectiveness. If your sales process and methodologies haven’t kept pace with the changes in the business environment, your results will suffer. But the modern approach to sales is even more challenging to execute well.

Sales 75

Sales Sales Process Closing Pipeline 75

Anthony Cole Training

OCTOBER 25, 2011

5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. Sale Process (2).

Sales 176

Sales Hiring Closing Sales Process 176

Anthony Cole Training

OCTOBER 25, 2011

5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. Sale Process (2).

Sales 163

Sales Hiring Closing Sales Process 163

Anthony Iannarino

NOVEMBER 12, 2019

Accountability : If there has been no accountability for creating new opportunities, a sales blitz may provide a short-term increase in the number of opportunities in your pipeline, but it does nothing to solve the longer-term problem of consistent opportunity creation. Get my 2nd book: The Lost Art of Closing. "In

Sales 91

Sales Closing Sales Process Intent 91

Anthony Cole Training

DECEMBER 16, 2011

5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. Sale Process (2).

Sales 176

Sales Hiring Sales Process Management 176

Anthony Iannarino

MARCH 9, 2020

There are sales organizations with anemic pipelines and too few opportunities struggling to find growth. The idea is that by eliminating prospecting from the top salesperson’s duties, they can focus all their time on “closing” deals. Like a lot of ideas, it sounds good but comes with unintended consequences.

B2B 103

B2B Sales Sales Process Intent 103

A Sales Guy

APRIL 16, 2013

The greater the pain, the quicker the sale is made. The less pain that exists the slower the sales process is. In sales, knowing if they will close AND when are what we’re paid for. In other words it depends on how bad the pain is. Pain and pain alone determine the speed of change.

Forecasting 118

Forecasting B2B Sales Sales Process 118

Anthony Iannarino

JULY 18, 2019

However, a little thing like skipping pipeline meetings that ensure you have enough new opportunities coming in leads to too few new opportunities. Get my 2nd book: The Lost Art of Closing. "In Allowing salespeople to go weeks or months without prospecting all but ensures they will have trouble in the future. Start with these.

Sales 103

Sales Closing Sales Process Operations 103

Anthony Iannarino

OCTOBER 25, 2019

If you look closely, you might see what cold calls and referrals have in common. If you want to make acquiring referrals part of building your pipeline, the best thing you can do is to earn them by executing and producing results and asking early for the right to ask for them when you do. Get my 2nd book: The Lost Art of Closing. "In

Closing 77

Closing Pipeline Sales Business 77

Anthony Cole Training

JUNE 22, 2011

5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. Sale Process (2).

Sales 133

Sales Hiring Sales Process Pipeline 133

Anthony Cole Training

MARCH 23, 2010

5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. Sale Process (2).

Sales 120

Sales Management Sales Process Hiring 120

Anthony Cole Training

SEPTEMBER 10, 2010

5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. Sale Process (2).

Sales 120

Sales Closing Hiring Sales Process 120

Anthony Iannarino

OCTOBER 24, 2019

If you look closely, you might see what cold calls and referrals have in common. If you want to make acquiring referrals part of building your pipeline, the best thing you can do is to earn them by executing and producing results and asking early for the right to ask for them when you do. Get my 2nd book: The Lost Art of Closing. "In

Closing 74

Closing Pipeline Sales Business 74

Anthony Cole Training

SEPTEMBER 10, 2010

5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. Sale Process (2).

Sales 185

Sales Hiring Closing Sales Process 185