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

A Sales Guy

JUNE 28, 2012

Inaccurate close dates or no close dates. Bad sales stages or poor sales process. Sales rep “feelings” Poor reporting and dashboard(s). Poor sales leadership and management. As a sales leaders it’s our job to make sure the pipeline doesn’t become bogged down and slow.

Pipeline 112

Pipeline Sales Management Sales Process 112

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

A Sales Guy

JANUARY 18, 2018

It’s a sales manager’s job to know whether or not a salesperson is going to make quota or not and part of the process is understanding what deals are real and will close, and which won’t. They interpret everything and anything they hear as a positive sign the deals gonna close. When is the deal going to close?

Sales 130

Sales Management Closing Business 130

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

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. Sales Force (5).

Sales 163

Sales Hiring Closing Sales Process 163

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. Sales Force (5).

Sales 176

Sales Hiring Closing Sales Process 176

A Sales Guy

SEPTEMBER 15, 2016

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. This book should sit on EVERY sales managers desk and be part of the on-boarding for new sales manager.

Sales 167

Sales Pipeline Closing Sales Leadership 167

Anthony Cole Training

FEBRUARY 6, 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. Sales Force (5).

Sales 187

Sales Hiring Sales Leadership Sales Process 187

A Sales Guy

SEPTEMBER 30, 2014

When I say take ownership, I don’t mean a passive, quiet confession to their boss or in a closed door session to the board, but an open, public admittance of a mistake. Leadership sales leaders mistakes sales leadership must dos what to do when you make a mistake when sales leaders make mistakes'

Sales Leadership 119

Sales Leadership Sales Hiring Closing 119

A Sales Guy

OCTOBER 13, 2012

X=average deal size) x (Y=average number of deals a rep can close in a year) x (the total number of reps) = MP Maximum Productivity. (MP=Maximum When you need to hire more sales people. If your optimizing your sales resources. The strength of sales leadership. It’s a fantastic KPI.

Sales 115

Sales Hiring Sales Leadership KPI 115

A Sales Guy

NOVEMBER 15, 2011

Frost and Sullivan was one of the panelists and provided some interesting stats outlining sales leadership challenges and opportunities. 40% want to accelerate the close. 22% looking to improve sales reps productivity. 22% need to align the sales process with the customers’ purchasing.

Sales 102

Sales Sales Leadership Sales Process Closing 102

Anthony Iannarino

JUNE 2, 2019

Sales and selling on an organizational level boils down to two main components: sales leadership and salespeople. Importance of Sales Leadership. Sales leadership is first and foremost in determining sales success. Get my 2nd book: The Lost Art of Closing. "In Essential Reading!

Sales 61

Sales Sales Leadership Sales Process Business 61

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. Sales Force (5).

Sales 194

Sales Hiring Sales Process Closing 194

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

A Sales Guy

JANUARY 3, 2014

Great sales leaders know regardless of how much effort they put into something, credit always goes to their team. Great sales are good at giving credit and not taking it. Sales leadership inundates their people with useless meetings designed to keep them up to date. It’s sales job to sell. Sales Leadership'

Sales 117

Sales Sales Leadership Hiring Closing 117

Anthony Cole Training

FEBRUARY 14, 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. Sales Force (5).

Sales 163

Sales Hiring Closing Shopping 163

A Sales Guy

OCTOBER 5, 2015

As a sales leader it used to be you had to build a sales organization that could sell by telling, pitching and closing. And closing will happen by itself if the sales person sells right. Times have changed and so has your job. But those days are gone. Telling is not selling. No one wants to be pitched.

Sales 143

Sales Closing Business Market 143

A Sales Guy

APRIL 16, 2014

It’s hard to know if it’s close to moving to the next stage or if it’s still in the beginning. This is the methodology I use to map sales cycles to pipeline. Pipeline Sales Leadership' Deals end up all over the place when a stage is too big! A Good Pipeline Stage Size; Start with the complexity.

Pipeline 134

Pipeline Sales Forecasting Sales Leadership 134

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. Sales Force (5).

Sales 176

Sales Hiring Closing Pipeline 176

A Sales Guy

MAY 28, 2013

It’s one of those posts that just touches too close to home for many. I have found a close relationship with people who are exceptional in their day to day lives to being exceptional at work. I am well aware this post is going to rile some feathers. Yup, I know it’s controversial.

Hiring 151

Hiring Sales Sales Leadership Closing 151

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. Strategy - This is all you my friend.

Sales 119

Sales Pipeline Sales Leadership B2B 119

A Sales Guy

APRIL 18, 2014

The goal is to connect todays sales automation companies, with its blister pace of growth, with sales organizations who are woefully missing out on the bad ass sales efficiency that can be gained through these sales automation tools. Outsourcing and automating the entire sales funnel.

Sales 117

Sales Sales Leadership Sales Process Scale 117

Anthony Cole Training

JANUARY 5, 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. Sales Force (5).

Sales 133

Sales Hiring Sales Process Sales Leadership 133

Anthony Cole Training

MAY 10, 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. Sales Force (5).

Sales 133

Sales Hiring Closing Sales Process 133

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. Sales Force (5).

Sales 185

Sales Hiring Closing Sales Process 185

Anthony Iannarino

JULY 30, 2020

The probability that you would have the strategy, vocabulary, or talk tracks to pressure your client is almost zero, a number very close to the odds of you winning your client’s business through force. Managers Are Not Tyrannical. They care only about activity and know too little to help their people improve their overall effectiveness.

Sales 112

Sales B2B Management Sales Leadership 112

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. Sales Force (5).

Sales 120

Sales Closing Hiring Sales Process 120

Anthony Cole Training

APRIL 15, 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. Sales Force (5).

Sales 169

Sales Hiring Closing Sales Process 169

A Sales Guy

NOVEMBER 7, 2016

Yet we spend more time talking about the deals we closed (our team closed), the mergers we accomplished (actually our team accomplished), and the 8 quarter over quarter growth we’ve created (actually our team created). We can not be successful if our team is not successful. Leaders don’t do the work.

Closing 131

Closing Sales Management Sales Leadership 131

Anthony Iannarino

JULY 18, 2019

Get my 2nd book: The Lost Art of Closing. "In In The Lost Art of Closing , Anthony proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. Start with these. Essential Reading!

Sales 103

Sales Closing Sales Process Operations 103

A Sales Guy

AUGUST 28, 2015

As a salesperson, have you considered how powerful this ability would be to closing a sale? Have you ever thought about the impact questions could have on your ability to deliver value and position the sale? Do you feel comfortable asking questions rather than making statements?

Sales 121

Sales Closing Sales Process Sales Leadership 121

Anthony Cole Training

JANUARY 31, 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. Sales Force (5).

Sales 163

Sales Hiring Sales Process Sales Leadership 163

Anthony Cole Training

FEBRUARY 13, 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. Sales Force (5).

Sales 135

Sales Hiring Closing Sales Process 135

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. Sales Force (5).

Sales 163

Sales Hiring Sales Process Pipeline 163

A Sales Guy

JULY 11, 2012

The place I see sales management fail the most (just behind hiring “A” players) is pipeline management. It is sales leaderships job to be the grease that moves opportunities through the pipeline. Unfortunately, too many sales managers just don’t have the skills to help move opportunities through the pipeline.

Pipeline 116

Pipeline Sales Management Sales Leadership 116

A Sales Guy

JUNE 29, 2014

But, if you cut a sales candidate out of the process because they don’t have industry knowledge, a particular GPA, a degree, a particular number of years of experience, then you are a technical hirer. I work very closely with our recruiters to hone their fundamental recruiting approaches. I don’t like technical hiring.

Hiring 123

Hiring Sales Sales Leadership Closing 123