Pipeline, Sales Leadership and Sales Process

Pipeline Movement [Sales Management Tip]

A Sales Guy

JUNE 28, 2012

The sales pipeline is the most important sales management tool there is. Everything happens in the pipeline, or at least it should. The sales pipeline is like the hard drive of a computer. The key to fast and efficient sales pipeline is preventing crap from clogging it up. Inaccurate data.

Pipeline

Pipeline Sales Management Sales Process

Pipeline Movement – [Shitty Sales Management]

A Sales Guy

JULY 11, 2012

Shitty sales management can kill pipeline movement. As sales leaders, we spend so much of our time evaluating our teams and the individuals on them, we often forget that our s**t can stink too. The place I see sales management fail the most (just behind hiring “A” players) is pipeline management.

Pipeline

Pipeline Sales Management Sales Leadership

Pipeline Movement [Bad Data]

A Sales Guy

JULY 2, 2012

This is a follow up to my post last week on moving things through the pipeline. Keeping deals and opportunities moving through the pipeline is one of the most critical parts of a sales leaders job. Sales teams have hundreds of active and inactive deals in the pipeline at any giving time. You can read it here.

Pipeline

Pipeline Sales KPI Closing

Why Your Sales Team Isn't Performing As Expected - Part 4

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

Sales Hiring Pipeline Sales Leadership

The 5 Key Components of a Healthy Sales Organization — No, It’s Not The Pipeline [Note to CEO's and VP Sales]

A Sales Guy

MAY 20, 2013

If you want to get a good feel for how well your organization is doing, take a look at your processes. It’s not enough to have the processes, they have to be effective and help in achieving the desired results. It’s not enough to have the processes, they have to be effective and help in achieving the desired results.

Sales

Sales Pipeline Sales Leadership B2B

3 Things Sales Leaders Must do to Stay in Sync with Their Sales Team

A Sales Guy

MAY 7, 2013

You have a sales process in place, but the sales manager and sales people are using separate spread sheets with additional stages, because the current sales process doesn’t meet their needs. You’ve built a killer sales portal the sales team never seems to visit. It’s your job.

Sales

Sales Sales Leadership B2B Sales Process

There are ONLY 4 Levers Sales Can Pull to Grow Revenue

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?

Sales

Sales Revenue Sales Leadership Sales Process

Sales Managers, More Important than the Head of Sales?

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. A lot of love is given to the sales leaders, the CSO’s, the XVP’s of sales because they are high-profile, drive strategy and have tremendous formal authority. They perform the coaching sessions.

Sales

Sales Management Sales Leadership Sales Process

The Importance of a Sales Cadence and the 5 Critical Elements it Must Cover!

A Sales Guy

FEBRUARY 9, 2012

In sales leadership a cadence is a rhythmic sequence for engaging with your team. A sales cadence is the frequency or sequence with which you meet with the team and individuals on the team. A predefined cadence is a critical element to successful sales leadership. A cadence is a rhythmic sequence. issues, etc.

Sales

Sales Sales Leadership Cancellation Pipeline

I don’t give a S**t About Sales Status!

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. Status pipeline discussions need to go.

Sales

Sales Pipeline Management Closing

I Don’t Give a @#$& About Sales Status – [Message to Sales Managers]

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

Sales Management Pipeline Closing

Sales Success - SWN3

Anthony Cole Training

NOVEMBER 10, 2010

open ended sales questions (11). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1). sales assessments (8). sales attitude (21). sales attributes (1). sales candidates (7).

Sales

Sales Hiring Pipeline Sales Process

Sales Success - A Body @ Rest Stays At Rest Unless Compelled to.

Anthony Cole Training

APRIL 19, 2011

open ended sales questions (11). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1). sales assessments (8). sales attitude (21). sales attributes (1). sales candidates (7). Your client.

Sales

Sales Hiring Sales Process Pipeline

8 Ways You Can Improve Your Sales Forecast

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

Forecasting Sales Closing Pipeline

Selling Your Way Out of a Crisis

Anthony Iannarino

MARCH 17, 2020

You might also have lost your discipline around creating new opportunities and building a pipeline. When new opportunities from existing and new clients are critical to your recovery, focusing on building a pipeline is the only way forward. The key to improving your win rate , in good times and bad, is to improve your effectiveness.

Sales

Sales B2B Pipeline Revenue

Demonstrate Effective Selling - Keys to Successful Sales Coaching #3

Anthony Cole Training

DECEMBER 16, 2011

open ended sales questions (11). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1). sales assessments (8). sales attitude (21). sales attributes (1). sales candidates (7). Boom, done.

Sales

Sales Hiring Sales Process Management

April Showers and Sales Results

Anthony Cole Training

APRIL 13, 2011

open ended sales questions (11). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1). sales assessments (8). sales attitude (21). sales attributes (1). sales candidates (7).

Sales

Sales Hiring Closing Pipeline

What Contributes to Sales Success?

Anthony Cole Training

JUNE 22, 2011

open ended sales questions (11). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1). sales assessments (8). sales attitude (21). sales attributes (1). sales candidates (7).

Sales

Sales Hiring Sales Process Pipeline

7 Great Coaching Tips for Great Sales Success

Anthony Cole Training

FEBRUARY 6, 2012

open ended sales questions (11). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1). sales assessments (8). sales attitude (21). sales attributes (1). sales candidates (7). Interesting!

Sales

Sales Hiring Sales Leadership Sales Process

Achieve Greater Sales Success in 2012

Anthony Cole Training

JANUARY 5, 2012

open ended sales questions (11). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1). sales assessments (8). sales attitude (21). sales attributes (1). sales candidates (7).

Sales

Sales Hiring Sales Process Sales Leadership

Sales Success? Evaluating the Why's and Why Nots

Anthony Cole Training

FEBRUARY 24, 2012

open ended sales questions (11). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1). sales assessments (8). sales attitude (21). sales attributes (1). sales candidates (7).

Sales

Sales Hiring Sales Process Pipeline

Prevent the Drought of Summer Sales

A Sales Guy

MAY 10, 2016

All of these demands and those on the sales front make it tough to make your number. How is your sales team looking? Is the pipeline healthy? Each hour consists of 3 20-minute sessions where you and I can connect to work out the kinks in your pipeline or the pressing thorn in your sales side. Are they motivated?

Sales

Sales Pipeline Marketing Strategy Shopping

The Sales Manager's Job

Anthony Cole Training

MARCH 23, 2010

open ended sales questions (11). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1). sales assessments (8). sales attitude (21). sales attributes (1). sales candidates (7).

Sales

Sales Management Sales Process Hiring

New Car Sales - We're Different - We have the KEYS

Anthony Cole Training

JANUARY 31, 2012

open ended sales questions (11). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1). sales assessments (8). sales attitude (21). sales attributes (1). sales candidates (7).

Sales

Sales Hiring Sales Process Sales Leadership

Your Questions Make a Difference in Sales Success

Anthony Cole Training

JANUARY 16, 2012

open ended sales questions (11). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1). sales assessments (8). sales attitude (21). sales attributes (1). sales candidates (7).

Sales

Sales Hiring Sales Process Closing

The Root Causes of Your Poor Sales Results

Anthony Iannarino

OCTOBER 24, 2019

Outdated Approach : If your approach to sales is from 1988 (or even earlier), it is obsolete and of limited effectiveness. If your sales process and methodologies haven’t kept pace with the changes in the business environment, your results will suffer. There is no territory or account planning.

Sales

Sales Sales Process Closing Pipeline

Best Sales Questions to Close More Sales

Anthony Cole Training

AUGUST 27, 2010

open ended sales questions (11). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1). sales assessments (8). sales attitude (21). sales attributes (1). sales candidates (7).

Closing

Closing Sales Hiring Sales Process

Sales Activity for Sales Success: No Excuses

Anthony Cole Training

JULY 21, 2010

open ended sales questions (11). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1). sales assessments (8). sales attitude (21). sales attributes (1). sales candidates (7).

Sales

Sales Hiring Sales Process B2B

Top of the Heap in Sales Results

Anthony Cole Training

AUGUST 17, 2010

open ended sales questions (11). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1). sales assessments (8). sales attitude (21). sales attributes (1). sales candidates (7).

Sales

Sales Hiring Sales Process Management

The Politics of Sales Success

Anthony Cole Training

FEBRUARY 27, 2012

open ended sales questions (11). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1). sales assessments (8). sales attitude (21). sales attributes (1). sales candidates (7).

Sales

Sales Hiring Sales Process B2B

Debriefs Effectively - 2 of 9 Keys to Successful Sales Coaching

Anthony Cole Training

DECEMBER 14, 2011

open ended sales questions (11). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1). sales assessments (8). sales attitude (21). sales attributes (1). sales candidates (7).

Sales

Sales Hiring Sales Process B2B

10 Do's for Sales Management Success

Anthony Cole Training

SEPTEMBER 26, 2011

open ended sales questions (11). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1). sales assessments (8). sales attitude (21). sales attributes (1). sales candidates (7).

Sales

Sales Management Hiring Sales Process

Multiple Choice Questions - "THE KEY" to Sales Success?

Anthony Cole Training

OCTOBER 25, 2011

open ended sales questions (11). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1). sales assessments (8). sales attitude (21). sales attributes (1). sales candidates (7).

Sales

Sales Hiring Closing Sales Process

8 Steps for More Effective Closing - Sales Solution #10

Anthony Cole Training

AUGUST 2, 2010

open ended sales questions (11). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1). sales assessments (8). sales attitude (21). sales attributes (1). sales candidates (7).

Closing

Closing Sales Hiring Sales Process

Keeping Sold Business = A Successful Sales Business

Anthony Cole Training

MAY 16, 2011

open ended sales questions (11). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1). sales assessments (8). sales attitude (21). sales attributes (1). sales candidates (7).

Business

Business Sales Hiring Sales Process

How to Replace 8 Ineffective Practices with Ones That Accelerate Growth

Anthony Iannarino

JULY 18, 2019

However, a little thing like skipping pipeline meetings that ensure you have enough new opportunities coming in leads to too few new opportunities. It is hard to hold the regular meetings necessary to ensure accountability for results, week after week, month after month, and quarter after quarter. Essential Reading!

Sales

Sales Closing Sales Process Operations

5 Direct Sales Activities that Lead to Sales Success?

Anthony Cole Training

SEPTEMBER 24, 2010

open ended sales questions (11). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1). sales assessments (8). sales attitude (21). sales attributes (1). sales candidates (7).

Sales

Sales Hiring Sales Process B2B

Sales Brewing?

Anthony Cole Training

MAY 1, 2010

open ended sales questions (11). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1). sales assessments (8). sales attitude (21). sales attributes (1). sales candidates (7).

Sales

Sales Hiring Sales Tools Sales Process

Why Sales S(t)ink in the Summer

Anthony Cole Training

AUGUST 3, 2010

open ended sales questions (11). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1). sales assessments (8). sales attitude (21). sales attributes (1). sales candidates (7).

Sales

Sales Hiring Sales Process Closing

Sales Guru Part II

Anthony Cole Training

JULY 20, 2010

open ended sales questions (11). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1). sales assessments (8). sales attitude (21). sales attributes (1). sales candidates (7).

Sales

Sales Hiring Sales Process B2B

Getting to First Base - #5 Solution for Successful Selling

Anthony Cole Training

SEPTEMBER 10, 2010

open ended sales questions (11). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1). sales assessments (8). sales attitude (21). sales attributes (1). sales candidates (7).

Sales

Sales Hiring Closing Sales Process

Hey Salespeople: If This Isn’t In Your CRM, You’re In Trouble

A Sales Guy

FEBRUARY 6, 2017

The motivation or the reason an organization is looking to buy is the greatest and most important piece of information in the sales process, yet few sales people know it, document and even worse sell to it. Go look at EVERY deal you have in the pipeline right now. As a profession, that’s what 90% of us do every day.

Sales

Sales Pipeline Closing Sales Process

9 Coaching Keys to Sales Success

Anthony Cole Training

DECEMBER 12, 2011

open ended sales questions (11). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1). sales assessments (8). sales attitude (21). sales attributes (1). sales candidates (7).

Sales

Sales Hiring Sales Process B2B

For Sales Managers Looking For Successful Sales People

Anthony Cole Training

MAY 19, 2011

open ended sales questions (11). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1). sales assessments (8). sales attitude (21). sales attributes (1). sales candidates (7).

Sales

Sales Management Hiring Sales Process

Pipeline Movement [Sales Management Tip]

Pipeline Movement – [Shitty Sales Management]

Trending Sources

Pipeline Movement [Bad Data]

Why Your Sales Team Isn't Performing As Expected - Part 4

The 5 Key Components of a Healthy Sales Organization — No, It’s Not The Pipeline [Note to CEO's and VP Sales]

3 Things Sales Leaders Must do to Stay in Sync with Their Sales Team

There are ONLY 4 Levers Sales Can Pull to Grow Revenue

Sales Managers, More Important than the Head of Sales?

The Importance of a Sales Cadence and the 5 Critical Elements it Must Cover!

I don’t give a S**t About Sales Status!

I Don’t Give a @#$& About Sales Status – [Message to Sales Managers]

Sales Success - SWN3

Sales Success - A Body @ Rest Stays At Rest Unless Compelled to.

8 Ways You Can Improve Your Sales Forecast

Selling Your Way Out of a Crisis

Demonstrate Effective Selling - Keys to Successful Sales Coaching #3

April Showers and Sales Results

What Contributes to Sales Success?

7 Great Coaching Tips for Great Sales Success

Achieve Greater Sales Success in 2012

Sales Success? Evaluating the Why's and Why Nots

Prevent the Drought of Summer Sales

The Sales Manager's Job

New Car Sales - We're Different - We have the KEYS

Your Questions Make a Difference in Sales Success

The Root Causes of Your Poor Sales Results

Best Sales Questions to Close More Sales

Sales Activity for Sales Success: No Excuses

Top of the Heap in Sales Results

The Politics of Sales Success

Debriefs Effectively - 2 of 9 Keys to Successful Sales Coaching

10 Do's for Sales Management Success

Multiple Choice Questions - "THE KEY" to Sales Success?

8 Steps for More Effective Closing - Sales Solution #10

Keeping Sold Business = A Successful Sales Business

How to Replace 8 Ineffective Practices with Ones That Accelerate Growth

5 Direct Sales Activities that Lead to Sales Success?

Sales Brewing?

Why Sales S(t)ink in the Summer

Sales Guru Part II

Getting to First Base - #5 Solution for Successful Selling

Hey Salespeople: If This Isn’t In Your CRM, You’re In Trouble

9 Coaching Keys to Sales Success

For Sales Managers Looking For Successful Sales People

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