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

Anthony Cole Training

MAY 9, 2012

So what metrics do you use to measure you success as a sales manager? The average production of each quintile of your sales team increases. Overall pipeline volume increases. Critical conversion ratios improve in the steps of yours sales process. The number of failed new hires should decrease.

Sales 196

Sales Management Hiring Sales Process 196

Cloudbeds

OCTOBER 9, 2024

New partnership streamlines group bookings, event management, and catering to boost hotel efficiency and revenue Charleston, SC –SalesAndCatering.com and Cloudbeds have announced a two-way integration that will empower hotels, resorts, and conference centers to optimize hotel group sales and event management.

Events 59

Events Sales Operations Sales Process 59

Hotel Business

OCTOBER 17, 2023

“Despite high-interest rates, inflation, elevated insurance premiums and widespread economic concerns, we were able to use our extensive database to help our clients with a successful exit,” said Steve Kirby, managing principal, Mumford Company. ” The post Mumford Company reports strong Q3 appeared first on hotelbusiness.com.

Sales Process 59

Sales Process Closing Pipeline Sales 59

Anthony Cole Training

JUNE 5, 2015

As I continue to think about habits of sales people and the role of the sales manager in identifying, assessing and “correcting” habits, I keep looking for additional information that might be additive to this string of articles. Ike sent me a link to a survey that was done regarding the hunt for sales managers/directors.

Sales 170

Sales Management Hiring Pipeline 170

Anthony Cole Training

JANUARY 13, 2014

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!". And, because of these problems, there are challenges in the predictability of future sales.

Forecasting 186

Forecasting Sales Pipeline Sales Process 186

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. We have a sales activities tracking tool called Success Tracker, and internally, we use BASE to manage our pipeline.

Sales 182

Sales Sales Enablement Sales Process Pipeline 182

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?

Sales 115

Sales Management Pipeline Closing 115

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 30, 2012

Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! managing sales (4). managing sales teams (18).

Sales 154

Sales Management Hiring Sales Process 154

Anthony Cole Training

MARCH 23, 2010

Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! managing sales (4). managing sales teams (18).

Sales 120

Sales Management Sales Process Hiring 120

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

Anthony Cole Training

SEPTEMBER 26, 2011

Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! managing sales (4). managing sales teams (18).

Sales 169

Sales Management Hiring Sales Process 169

Anthony Cole Training

OCTOBER 7, 2011

Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! managing sales (4). managing sales teams (18).

Sales 181

Sales Management Hiring Business 181

Anthony Cole Training

MARCH 5, 2013

Predicting sales success is something that many companies attempt to do, but they still struggle with forecasting accuracy. Sales people see sales software as something only for management and finance. Sales managers let sales people make excuses for not putting in data or updating information.

Sales 210

Sales Pipeline ROI Sales Process 210

A Sales Guy

MARCH 4, 2014

They spend more time with your sales people than anyone else in the company. They lead the pipeline review meetings. They manage to the quotas. They sit next to, talk with and are closer to the sales people than any other person (role) in the company. Sales managers are the lynchpins to success in sales organizations.

Sales 115

Sales Management Sales Leadership Sales Process 115

Anthony Cole Training

MAY 19, 2011

Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! managing sales (4). managing sales teams (18).

Sales 163

Sales Management Hiring Sales Process 163

Anthony Iannarino

JUNE 14, 2020

You need the following methodologies in B2B sales: frameworks for cold outreach, prospecting sequences , planning a sales call, creating value for your contacts and clients, a new sales approach built on compelling change, building consensus, controlling the sales process, gaining commitments, and negotiating.

Sales 104

Sales Sales Process B2B Pipeline 104

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. 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. It’s to get them closed, win or lose.

Pipeline 113

Pipeline Sales Process Closing Sales 113

Anthony Cole Training

AUGUST 29, 2011

Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! managing sales (4). managing sales teams (18).

Sales 145

Sales Management Hiring Closing 145

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. What is “status?”

Sales 63

Sales Pipeline Management Closing 63

A Sales Guy

MAY 20, 2013

I believe this is the most poorly managed element of sales organization success. In my 15 years I can count on a single hand the number of sales organizations that had a sales team review process that mapped to the required hard and soft skills to be successful in that companies particular selling role.

Sales 119

Sales Pipeline Sales Leadership B2B 119

Anthony Cole Training

NOVEMBER 10, 2010

Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! managing sales (4). managing sales teams (18).

Sales 176

Sales Hiring Pipeline Sales Process 176

Anthony Cole Training

DECEMBER 16, 2011

Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! managing sales (4). managing sales teams (18).

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 more experience the salesperson has, the higher the likelihood that they have the skills necessary to create value for the prospective client early in the sales process. Learn how to sell without a sales manager.

B2B 103

B2B Sales Sales Process Intent 103

Anthony Iannarino

MARCH 17, 2020

While you may not control the root cause of a crisis, you can manage your response. You can determine what you believe , and you can manage your reaction. You need to make sales. But you don’t have a sales manager who can give you the time and attention you need. Learn how to sell without a sales manager.

Sales 138

Sales B2B Pipeline Revenue 138

Anthony Cole Training

APRIL 19, 2011

Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! managing sales (4). managing sales teams (18).

Sales 163

Sales Hiring Sales Process Pipeline 163

Anthony Cole Training

JULY 16, 2012

Noel Wagner , director of talent acquisition at the Achilles Group responded with a comment: "It is a manager's job to develop their team or manage them out if they're not capable after being trained.". When we assess the sales group we use the Objective Management Sales Talent Evaluation. Thank you Noel.

Sales 163

Sales Hiring Sales Process Management 163

Anthony Iannarino

JULY 29, 2020

You may have heard some sales leaders call the “ pipeline ” something like “pipe-lies.” 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. See The Lost Art of Closing: Winning the 10 Commitments That Drive Sales ).

Forecasting 90

Forecasting Sales Closing Pipeline 90

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. Start spending as much time as you can understanding when they will buy, not just if they will buy, your manager will thank you for it. In other words it depends on how bad the pain is.

Forecasting 118

Forecasting B2B Sales Sales Process 118

Anthony Cole Training

APRIL 13, 2011

Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! managing sales (4). managing sales teams (18).

Sales 176

Sales Hiring Closing Pipeline 176

Anthony Cole Training

FEBRUARY 24, 2012

Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! managing sales (4). managing sales teams (18).

Sales 134

Sales Hiring Sales Process Pipeline 134

Anthony Cole Training

JUNE 22, 2011

Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! managing sales (4). managing sales teams (18).

Sales 133

Sales Hiring Pipeline Sales Process 133

Anthony Cole Training

JANUARY 16, 2012

Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! managing sales (4). managing sales teams (18).

Sales 194

Sales Hiring Sales Process Closing 194

Anthony Cole Training

AUGUST 17, 2010

Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! managing sales (4). managing sales teams (18).

Sales 181

Sales Hiring Sales Process Management 181

A Sales Guy

JULY 24, 2012

Management comes out with quotas. The sales team freaks out. Fist line managers are stuck in middle. Management to reconsider, they state their cases. Management doesn’t budge arguing the sales team is sandbagging, and the quotas are more than achievable. Existing Pipeline. Sales Investments.

Sales 113

Sales Sales Process Revenue Management 113

Anthony Cole Training

AUGUST 27, 2010

Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! managing sales (4). managing sales teams (18).

Closing 154

Closing Sales Hiring Sales Process 154