A Sales Guy

SEPTEMBER 29, 2016

For years we’ve looked at “closing” as a thing you do to someone. We’ve looked at it like an event that happens at the end of the sales cycle. Closing is not something you do to someone, is a journey you take with someone. I go deeper into what closing looks like today and how to do it effectively.

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Closing Sales Process Sales Events 138

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).

Sales 159

Sales Closing Hiring Sales Process 159

Anthony Cole Training

NOVEMBER 19, 2012

They will uncover the appropriate information about money, the decision making process and they will certainly uncover the prospects ability AND willingness to undo any current relationships that might be providing a similar product or service as yours. This does not minimize the Closing DNA. The avoid winking in the dark.

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Closing Sales Hiring Sales Process 174

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.

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Closing Forecasting Sales Process Pipeline 117

Anthony Iannarino

FEBRUARY 20, 2020

I wrote a book on how to close complex B2B sales titled The Lost Art of Closing: Winning the 10 Commitments That Drive Sales. Opening is the new closing, which is to say, you will never close a deal you don’t first open. No more pushy sales tactics. Upcoming Event 3/5/2020. Register Now.

B2B 125

B2B Closing Sales Events 125

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

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

JULY 16, 2019

A majority of sales people are so happy to get in front of a prospect that they sometimes allow them to control the sales process.

Sales Process 187

Sales Process Sales Closing Business 187

Anthony Cole Training

SEPTEMBER 8, 2014

The various contributors always get me thinking and re-thinking about what I think I know about sales and sales management. This article was no exception, especially when they were writing about the sales process. According to Wikipedia - A sales process is an approach to selling a product or service.

Sales Process 184

Sales Process Sales Closing Hiring 184

Anthony Cole Training

FEBRUARY 23, 2022

If you consider all the things that you do as a salesperson throughout the day, you’ll notice you spend a lot of time virtually prospecting, qualifying, closing, and building relationships.

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Closing Sales Process Sales 277

Anthony Iannarino

AUGUST 14, 2020

In August of 2017, I wrote about the fact that the linear sales process is broken. Because the sales conversation is nonlinear, it isn’t easy to follow a linear path from target to close. All of this is true, and none of it means you no longer need a sales process. What Is the Sales Process?

Sales Process 62

Sales Process Sales Closing Business 62

Anthony Iannarino

APRIL 11, 2019

I am unaware of any sales organization or salesperson who believes they can execute a “ one-call close ” in a complex sale, though I do believe there must be a few. With all the metrics we use to understand and improve sales, we never look at something so simple as how much time it takes to win a complex deal.

Closing 76

Closing Sales Sales Process Business 76

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. 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.

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Sales Sales Enablement Sales Process Pipeline 187

Anthony Cole Training

JULY 22, 2015

You would probably agree that the basics around what salespeople need to do to be successful hasn’t changed – they still must hunt, qualify and close. Are you still hunting with old technology or are you using Sales 2.0 And what about Closing? Phil, “How’s that workin’ for ya?”. How is your Hunting?

Closing 161

Closing Sales Sales Process Business 161

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. Can we close more sales? Do our systems and processes support a high performance sales organization? Can we be more consistent with our sales process?

Sales 213

Sales Hiring Pipeline Sales Leadership 213

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).

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Sales Hiring Sales Process Closing 197

Nuvho

APRIL 21, 2020

Great sales people: LISTEN to their customer’s needs, UNDERSTAND the best solution for that customer, PRESENT the proposal in a way that makes the buying decision easy and FOLLOW-UP and ASK FOR THE SALE. So do your sales processes support your sales team in each of these steps? Is it by phone or email?

Sales Process 52

Sales Process Sales Hotel Sales Hotels 52

Amadeus Hospitality

JANUARY 21, 2025

The technology enables hotels to streamline processes, shorten sales cycles, and significantly increase revenue from meetings and groups. Yet, the sales process remains largely manual and resource-intensive, with hotels sending proposals often only after 48 to 96 hours.

Hospitality 81

Hospitality Sales Sales Process Consumer 81

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 182

Sales Hiring Closing Sales Process 182

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 182

Sales Hiring Sales Process Management 182

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 170

Sales Hiring Closing Sales Process 170

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.

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Sales Sales Process Closing Business 170

Anthony Cole Training

FEBRUARY 21, 2013

Learning about sales and selling is one of the things I enjoy most about what I do. When I started my personal quest to improve my understanding of sales, my ability to execute a sales process effectively and to ultimately improve my sales results, there was much for me to learn. Set Expectations about the process.

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Sales Sales Process Business Closing 225

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 182

Sales Hiring Closing Sales Process 182

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 189

Sales Hiring Closing Sales Process 189

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 138

Sales Process Pipeline Sales Closing 138

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. Sale Process (2).

Sales 170

Sales Hiring Closing Shopping 170

Anthony Cole Training

OCTOBER 20, 2014

If you can coach your people to only present to qualified buyers 100% of the time, you will close more business, more quickly at higher margins. For more information on executing the perfect sales process, call me directly today – but only if you are qualified – 513.226.3913. Guaranteed! Audiobook on Qualifying.

Sales 168

Sales Sales Process Hiring Business 168

Anthony Cole Training

DECEMBER 14, 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 168

Sales Hiring Sales Process B2B 168

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. Sale Process (2).

Sales 174

Sales Hiring Closing Sales Process 174

Anthony Cole Training

OCTOBER 20, 2014

If you can coach your people to only present to qualified buyers 100% of the time, you will close more business, more quickly at higher margins. For more information on executing the perfect sales process, call me directly today – but only if you are qualified – 513.226.3913. Guaranteed! Did you like today’s post?

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Sales Sales Process Hiring Business 204

A Sales Guy

AUGUST 13, 2012

One is to demonstrate how the CRM can help the sales person close more deals and accelerate the sales process. Having sales people use the CRM to improve their selling is ideal. However, creating this environment is an individual effort specific to the company, the sales person and the sales process.

Sales Leadership 115

Sales Leadership Sales Sales Process Closing 115

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. Sale Process (2).

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Sales Hiring Sales Leadership Sales Process 193

A Sales Guy

JULY 16, 2013

How many times have you thought you were about to close the deal and the client throws you a curve ball? How many times have you thought the sale was on track, when all of a sudden, BOOM, your prospect says they need more time or additional information? Does this sound familiar?

Sales Process 112

Sales Process B2B Sales Closing 112

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 170

Sales Hiring Sales Process Pipeline 170

A Sales Guy

NOVEMBER 5, 2012

Their purpose is to provide visibility into the health of the selling process, letting the sales organization know how close or far they are from making quota. If the pipeline is showing long sales cycles, it’s time to evaluate the sales process. Pipelines however, are more than a key indicator.

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Pipeline Sales Closing Sales Process 116

Anthony Cole Training

FEBRUARY 2, 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).

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Sales Hiring Closing Sales Process 185