Hotel News Resource
APRIL 25, 2023
See how your hotel sales and marketing teams can work together to anticipate and adapt to booking patterns and guest behavior while making visibility and accountability top priorities at every step of the sales process.
Anthony Iannarino
MARCH 9, 2020
There are sales organizations with anemic pipelines and too few opportunities struggling to find growth. Most of what SDRs are required to do is calling leads ( not the same thing as targets ) to qualify them, handing the “qualified prospect” to a more senior salesperson who handles the rest of the process. Without Accountability.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Anthony Iannarino
JULY 13, 2020
Controlling a Nonlinear Process: The sales conversation no longer seems to follow the sales processes as they are designed. However, the nonlinearity of the conversation doesn’t mean that you don’t have to have the conversations and produce the outcomes that are nested under each stage of your sales process.
Anthony Iannarino
JUNE 14, 2020
Rackham provided a better structure with SPIN Selling, recognizing the dramatic differences between B2C and B2B sales. Because the world of sales has changed so dramatically over the last decade, you need many more methodologies. There are a dozen or so competencies that are worth improving and lead to better sales results.
Advertiser: ZoomInfo
Critical integrations that fit directly into your sales processes and workflows. Key tactics for assessing the completeness, coverage, and consistency of B2B data. After reading, you’ll gain insight into the following components: How to develop a framework for analyzing a vendor’s contact and account data.
Anthony Iannarino
SEPTEMBER 16, 2019
Because the buyer’s journey or process (or both) are more nonlinear than ever, that sales process (or sales conversation, if you will) follows suit. It’s true you often move forward in the process only to move backward or cover ground a second (or third) time. The Map That Is Your Sales Process.
A Sales Guy
JULY 16, 2013
Customers or prospects become inconsistent when they do things during the sale process that conflict with what they said they would do. We don’t challenge the prospect and when this happens we only extend the length of the sales cycle AND decrease the probability it will close.
Advertiser: ZoomInfo
The bottom line is that, in B2B sales, speed is useless without control. Read on to learn how to adopt specific workflows and approaches that append your existing processes to deliver value to your prospects and internal counterparts.
Expert insights. Personalized for you.
105 
Let's personalize your content