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. See The Lost Art of Closing: Winning the 10 Commitments That Drive Sales ).

Forecasting 90

Forecasting Sales Closing Pipeline 90

Anthony Cole Training

JANUARY 13, 2014

Yes, the title, "Improve Sales Forecasting to Improve Sales Performance?" It remains a question despite the millions of dollars spent on CRM, sales force automation, training and hype. I was on LinkedIn this morning and saw an ad which read, "5 Keys to Improve Pipeline Forcasting Accuracy and Reduce Revenue Risk!".

Forecasting 186

Forecasting Sales Pipeline Sales Process 186

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. Pipeline B2B Sales b2b sales advice b2b sales forecasting b2b sales insights forecasing Forecasting Sales Forecasting Sales Management'

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Forecasting B2B Sales Sales Process 118

A Sales Guy

NOVEMBER 5, 2012

Pipelines are an interesting thing. They are supposed to provide valuable insight for BOTH management and sales people. 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. What does your pipeline look like.

Pipeline 116

Pipeline Sales Closing Sales Process 116

A Sales Guy

JULY 6, 2012

I talked about “bad data” in the pipeline the other day. An accurate close is at the heart of a strong pipeline. Knowing when a deal is going to close is critical to managing commit and to forecasting. Lack of sales rep discipline, although just as damaging to the pipeline , is a much easier issue to fix.

Pipeline 111

Pipeline Closing Sales Sales Process 111

A Sales Guy

FEBRUARY 9, 2014

Man, is knowing if a deal will close important to the sales world. It’s the center of every pipeline meeting, every executive conversation at the end of the quarter. Knowing if a deal is going to close is at the center of every opportunity discussion of every sales organization in the world.

Closing 117

Closing Forecasting Sales Process Pipeline 117

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?

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Sales Hiring Pipeline Sales Leadership 207