A Sales Guy

AUGUST 13, 2012

One of the most common sales leadership complaints is sales people don’t use the CRM. Getting sales people to use the CRM has been an on going challenge for sales leaders for far too many years. The reason so few sales people don’t use the CRM is because they see no value.

Sales Leadership 115

Sales Leadership Sales Sales Process Closing 115

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 193

Sales Hiring Sales Leadership Sales Process 193

A Sales Guy

NOVEMBER 18, 2011

I know a lot about sales. I have enough information about selling, sales leadership, coaching, negotiation, client interaction, sales process and more to write a book. I’ve been doing it for years. I’ve put a number of book ideas through my brain. I know what a book contains. I know what it looks like.

Sales Process 98

Sales Process Sales Sales Leadership Management 98

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 114

Sales Revenue Sales Leadership Sales Process 114

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 197

Sales Hiring Sales Process Closing 197

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).

Sales 159

Sales Closing Hiring Sales Process 159

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 168

Sales Hiring Sales Process Sales Leadership 168

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 159

Sales Hiring Sales Process B2B 159

A Sales Guy

JANUARY 6, 2014

We’ve now added a recruiting division to the A Sales Guy Brand — A Sales Guy Recruiting. A Sales Guy Inc is a “sales company.” ” We are knee deep in selling, sales leadership, sales process, and sales engagement. We love it.

Sales 107

Sales Hiring Sales Leadership Sales Process 107

A Sales Guy

MARCH 4, 2014

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. But, in the end I think more recognition and love needs to go to the sales manager. You can’t succeed without really good sales managers.

Sales 115

Sales Management Sales Leadership Sales Process 115

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).

Sales 170

Sales Hiring Sales Process Pipeline 170

A Sales Guy

FEBRUARY 2, 2014

His second book, “Quit Whining and Start SELLING: A Step-by-Step Guide to a Hall of Fame Career in Sales” was released in May 2013. Guest Posts Personal Development Sales Advice Sales Leadership Sales Process sales insight Sales People Sales Strategy Sales Success selling skills'

Sales 115

Sales Sales Leadership Sales Process Business 115

A Sales Guy

NOVEMBER 15, 2011

As you can imagine, much of the conversation evolved around social media and the changes sales leaders are facing today. Frost and Sullivan was one of the panelists and provided some interesting stats outlining sales leadership challenges and opportunities. 22% looking to improve sales reps productivity.

Sales 102

Sales Sales Leadership Sales Process Closing 102

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 120

Sales Management Sales Process Hiring 120

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.

Sales 102

Sales Sales Leadership Cancellation Pipeline 102

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 168

Sales Hiring Sales Process B2B 168

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 174

Sales Management Hiring Sales Process 174

A Sales Guy

NOVEMBER 25, 2013

Do you currently have a structured sales process in place? What’s the average sale cycle length, has it been getting longer, shorter, or stayed the same? Can you tell me about the product roadmap and how prepared are you to deliver on it? Can you share it with me? You can see “A” players a mile away.

Hiring 120

Hiring Sales Leadership Sales Sales Process 120

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 187

Business Sales Hiring Sales Process 187

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 185

Sales Hiring Sales Process Management 185

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 182

Sales Hiring Closing Sales Process 182

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 182

Sales Hiring Closing Sales Process 182

Anthony Cole Training

DECEMBER 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 180

Sales Hiring Sales Process B2B 180

Anthony Cole Training

FEBRUARY 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 177

Sales Hiring Sales Process B2B 177

Anthony Cole Training

NOVEMBER 15, 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 189

Sales Hiring Sales Process B2B 189

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 174

Closing Sales Hiring Sales Process 174

Anthony Cole Training

AUGUST 25, 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 174

Sales Hiring Sales Process Business 174

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 186

Sales Hiring Sales Process B2B 186

A Sales Guy

AUGUST 16, 2013

A company may get lucky and hire someone who naturally does this, or got the training in another job, but it’s a management responsibility to create the structure and discipline in the sales process. If management can’t be bothered to get their act together, can we really fault sales people/team? Sales Leadership'

Sales 121

Sales Management Sales Leadership Hiring 121

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 136

Sales Hiring Sales Process Sales Leadership 136

A Sales Guy

NOVEMBER 20, 2013

In the sales world, we need to go on more ride alongs, we need to listen to the sales people , we need to be deliberate in getting their feedback. What’s going on in the sales process? What are sales people struggling with? Where should sales be more deliberate? What’s happening to the product?

Sales Leadership 114

Sales Leadership Sales Sales Process Revenue 114

A Sales Guy

JUNE 21, 2012

hire a two new sales reps. redo the sales process. change the sales strategy. promote a new sales manager. create a sales operations function. establish and inside sales team. build an outside sales team. create a team evaluation process. You can’t just. go after new customers.

Sales Process 118

Sales Process Hiring Sales Operations 118

Anthony Cole Training

DECEMBER 9, 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 170

Sales Hiring Sales Process Closing 170

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 182

Sales Hiring Pipeline Sales Process 182

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).

Sales 182

Sales Hiring Shopping Sales Process 182

Anthony Cole Training

OCTOBER 21, 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 182

Sales Hiring Sales Process B2B 182

Anthony Cole Training

APRIL 11, 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 193

Sales Hiring Sales Process B2B 193