Marketing Strategy Pipeline Sales Leadership 
A Sales Guy
JANUARY 2, 2012
The beginning of the year in sales always starts with a number. Sales leadership spends a lot of time going through plans, setting quota, preparing for Q1, looking at the pipeline, etc. The best thing sales leadership can do in 2012 is support the sales team. Then it moves to getting to the number.
A Sales Guy
NOVEMBER 27, 2012
There used to be a time when hiring a new sales person, throwing him or her a phonebook and saying hit the streets was adequate. We marveled at the sales people who, with nothing less than determination, a rolodex, a half-baked product and some spit and gum could build a great pipeline and drive business.
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A Sales Guy
OCTOBER 31, 2013
The best thing to do to keep this from happening is to break your sales team into manageable sections; strategy, structure, people, process. Each of these pillars represents the critical parts of sales and are the only focused areas sales leadership controls that can move the number. Is it working?
A Sales Guy
MAY 10, 2016
How is your sales team looking? Is the pipeline healthy? Are you struggling with implementing a social media strategy? Is your content marketing strategy delivering qualified leads? Are they motivated? Does it support making your number? Are you struggling with some of the team members?
Anthony Cole Training
JANUARY 5, 2012
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).
A Sales Guy
JANUARY 29, 2013
Sales people, especially B and C players are genuinely good at knowing what they need to do. If they understand the market and their personal selling metrics (length of sale cycle, closing percentage, size of pipeline, average deal size, etc) they can get to what needs to be done fairly quickly and most do.
A Sales Guy
MAY 20, 2013
I almost NEVER have a EVP Sales, CEO, VP Sales say to me, we don’t have a pipeline review process, we don’t have a coaching process, we don’t have a sales process, everyone has those things, it’s how they execute them that comes into question. Strategy - This is all you my friend.
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