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.” Under the very best of circumstances, forecasting can still be incredibly difficult. When there is greater uncertainty, it can seem impossible. A Mutual Action Plan.

Forecasting 90

Forecasting Sales Closing Pipeline 90

A Sales Guy

APRIL 16, 2014

What do your sales pipeline stages look like? Are they working, does your pipeline tell you what you need to know? If you’re like most sales organizations your pipeline stages are average. They do just enough for you to track sales, to manage opportunities and to provide a rough forecast.

Pipeline 134

Pipeline Sales Forecasting Sales Leadership 134

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. Sales taking too long. Can we be more consistent with our sales process?

Sales 207

Sales Hiring Pipeline Sales Leadership 207

A Sales Guy

JULY 10, 2013

And in sales, this means it has to be repaid the next quarter. When management asks the sales team to pull a deal forward, it leaves fewer deals in the pipeline for the upcoming quarter. It kills sales organizations. Just like real debt, there is a cost to debt and in sales it’s no different.

Sales 115

Sales Sales Leadership B2B Pipeline 115

Anthony Cole Training

OCTOBER 18, 2011

Sales Coaching (40). sales coaching skills (10). sales competencies (12). sales development (55). sales excuses (15). Sales Force (5). sales goals (29). sales improvement (22). Sales Jobs (5). sales leadership development (4). sales management (49). sales people (8).

Sales 146

Sales Hiring Sales Process B2B 146

Anthony Cole Training

SEPTEMBER 8, 2011

Sales Coaching (40). sales coaching skills (10). sales competencies (12). sales development (55). sales excuses (15). Sales Force (5). sales goals (29). sales improvement (22). Sales Jobs (5). sales leadership development (4). sales management (49). sales people (8).

Sales 181

Sales Hiring Sales Process Management 181