A Sales Guy

MARCH 16, 2015

Mark is the CRO of HubSpot and the author of The Sales Acceleration Formula. He’s grown Hubspot from nothing to 100 million plus in revenue in 7 years. Mark offers some great insight into how sales people can improve their demo capabilities and how sales leadership can build organizations that deliver killer demos.

Sales

A Sales Guy

JULY 23, 2014

Note: This blog post is an excerpt from my new book: “Creating High Performance Sales Compensation Plans”. When it comes to how businesses pay their salespeople, there’s no one-size-fits-all approach. Each has its own business, margins and mix of products and services. Are your sales goals orders- or bookings-based?

Sales

Hotel Business

FEBRUARY 5, 2024

Owner-operator MCR has appointed Sameer Mehra as chief revenue officer. The 25-year hospitality veteran leads the company’s revenue and sales team. Sam brings a wealth of experience in revenue and distribution management, e-commerce, strategic partnerships and sales leadership,” said Tyler Morse, chairman/CEO, MCR. “He

Revenue

Anthony Cole Training

DECEMBER 10, 2010

Listen to Tonys Live Interview with Business Expert Radio! Click here to see Tony Cole "LIVE" on Business Beat! building sales relationships (7). Business Coaching (3). Business Development (4). close more sales (21). consistent sales (4). desire for sales success (6). driving sales (6).

Sales

A Sales Guy

FEBRUARY 1, 2014

Revenue responsibility. Simply put, marketing by definition puts itself closer to revenue by owning inside sales. The more marketers take ownership of revenue in partnership with their sales counterparts, the better. Sales focuses their time only on active, qualified opportunities. Undoubtedly.

Sales

Anthony Cole Training

JUNE 22, 2011

Listen to Tonys Live Interview with Business Expert Radio! Click here to see Tony Cole "LIVE" on Business Beat! building sales relationships (7). Business Coaching (3). Business Development (4). close more sales (21). consistent sales (4). desire for sales success (6). driving sales (6).

Sales

A Sales Guy

MARCH 4, 2014

You can’t succeed without really good sales managers. Sales managers are like broadband connections. Sales managers connect the sales people to sales leadership. No initiative can be successful without sales managements buy in and support. Buy-in is critical at the sales management layer.

Sales

A Sales Guy

MAY 21, 2013

In most b2b sales cases, it’s unrealistic to expect the new SVP of Sales to move the revenue needle in the first 6 months. It all depends on the business, but regardless there is a REAL ramp up period inherent to every position in order to be successful. ” No one likes a “lingerer.”

Hiring

A Sales Guy

NOVEMBER 25, 2013

A” players, those great candidates who you desperately need to find, are like business analysts. A” players are like analysts or consultants probing to understand the business and the critical paths to success. Is everyone making quota or a just a few bringing in most of the revenue? They look at opportunities as investments.

Hiring

A Sales Guy

NOVEMBER 20, 2013

The point, it keeps leaders aligned with the business and the ground level. As sales leaders we have an obligation to be deliberate in our approaches to growth, change, innovation, revenue generation, team development and more. What are sales people struggling with? We are responsible for revenue.

Sales Leadership

Anthony Cole Training

MAY 19, 2011

Listen to Tonys Live Interview with Business Expert Radio! Click here to see Tony Cole "LIVE" on Business Beat! building sales relationships (7). Business Coaching (3). Business Development (4). close more sales (21). consistent sales (4). desire for sales success (6). driving sales (6).

Sales

A Sales Guy

OCTOBER 13, 2012

In other words, how much growth/revenue can you get out of your existing team. When you need to hire more sales people. If your optimizing your sales resources. The strength of sales leadership. Calculating your sales team’s maximum productivity is key.

Sales

A Sales Guy

OCTOBER 13, 2016

Growth is what it’s all about in the world of business, especially in SaaS and technology. But there ain’t no growth without a highly functioning sales team. Leadership should only be considering scaling if they can no longer grow or they anticipate they will no longer be able to grow in the current environment. (For

Scale

A Sales Guy

APRIL 29, 2014

They don’t have a sales culture through out the entire company. They lack sales leadership. They don’t listen to the sales people. The business model no longer fits the market. Weak sales messaging. This is one long ass list of ways sales people fail, because of their company.

Sales

A Sales Guy

JULY 11, 2012

The place I see sales management fail the most (just behind hiring “A” players) is pipeline management. This failure has tremendous impact on revenue. It is sales leaderships job to be the grease that moves opportunities through the pipeline. Identify the ideal business outcome.

Pipeline

A Sales Guy

JANUARY 27, 2014

Their beliefs, their stories, have great explanatory power for modern businesses and sales teams. Why do you read A Sales Guy’s blog? I think because he challenges our thinking and behavior in ways that help to make you better at the arts of selling and sales management. Linkedin @Twitter.

Sales

Anthony Iannarino

MARCH 17, 2020

In a time of great crisis, especially one that impacts your business, it doesn’t pay to treat extraordinary circumstances like things are business as usual. Instead, it’s business unusual, which means you need to do things differently. You also need to acquire new clients, ones who can give you new revenue—and potential growth.

Sales

Anthony Cole Training

FEBRUARY 3, 2010

Listen to Tonys Live Interview with Business Expert Radio! Click here to see Tony Cole "LIVE" on Business Beat! building sales relationships (7). Business Coaching (3). Business Development (4). close more sales (21). consistent sales (4). desire for sales success (6). driving sales (6).

Sales

Anthony Cole Training

MARCH 25, 2010

Listen to Tonys Live Interview with Business Expert Radio! Click here to see Tony Cole "LIVE" on Business Beat! building sales relationships (7). Business Coaching (3). Business Development (4). close more sales (21). consistent sales (4). desire for sales success (6). driving sales (6).

Sales

Hotel Business

FEBRUARY 28, 2023

OTA Insight has appointed Courtney Jones to the sales leadership team as VP, North American enterprise sales. Jones brings more than 25 years of hospitality and hospitality technology sales experience to OTA Insight, with expertise in business development and organizational growth, according to the company.

OTA

Anthony Cole Training

JUNE 20, 2011

Listen to Tonys Live Interview with Business Expert Radio! Click here to see Tony Cole "LIVE" on Business Beat! building sales relationships (7). Business Coaching (3). Business Development (4). close more sales (21). consistent sales (4). desire for sales success (6). driving sales (6).

Sales

Hotel Business

JUNE 4, 2024

According to HSMAI, the certification is tailored for hospitality sales leaders who are proficient in leading high-performing teams, demonstrating overall commercial acumen, applying best practices in hotel sales to drive revenue growth and more.

Hotel Sales

A Sales Guy

DECEMBER 5, 2012

That’s just more busy work. If 80% of your revenue and new sales is coming from the customer base, then new logo’s might be a strategy for growth in 2013. It’s not enough to say you’re going to focus on working harder, making more calls, doing more research.

Sales

A Sales Guy

MARCH 21, 2012

When we assume the cause of declining revenue is the sales team, we start to fix the sales team. We only want to fix the sales team when we KNOW they are the cause. When revenue is down, the best sales managers find the cause and don’t focus on the correlation’s.

Sales

A Sales Guy

OCTOBER 17, 2012

Twitter pointed me to this article this morning, it’s from Business Finance Magazine. As read it I couldn’t help but think of it as sales gold. As you read it be thinking about your sales world. Having insight into what our customers and prospects are thinking is a tremendous benefit.

Sales

A Sales Guy

JANUARY 3, 2013

This is especially true in sales, whether we like it or not. We need to grow revenue, get new clients, improve the channel business, roll out new products, improve lead generation, grow our social presence, etc. Heading into 2013 many of us have new goals and objectives we’ve set or that have been given to us.

Sales

A Sales Guy

OCTOBER 16, 2012

The 4th quarter is the most critical quarter for sales. S**t, I’d argue it’s the most critical quarter for business in general. To stop the cycle, sales leaders and the CEO need the discipline to spend Q4 focusing on the team and the organization in addition to Q4 revenue and closing out the year.

Sales

A Sales Guy

APRIL 25, 2012

Knowing when the market is changing and ensuring your organization is properly aligned to meet the shits can be all that’s need to keep revenue up, costs aligned and morale high. When markets shift, when competition increases, when threats arise, the best response could be restructuring to align with the changes. differently!

Sales

Anthony Iannarino

JANUARY 15, 2020

At the start of each year, sales organizations begin their year with new, larger revenue goals, something that is true whether or not they reached their goals in the prior year. Creating that value means that the salesperson needs greater business acumen, situational knowledge, and a modern, consultative sales approach.

B2B

Hotel Business

MARCH 27, 2023

Preferred Travel Group —a family-owned company that operates global travel and hospitality brands Preferred Hotels & Resorts, Beyond Green, Historic Hotels of America, Historic Hotels Worldwide, PTG Consulting and Beyond Green Travel—has made three strategic appointments within its global and regional leadership, as well as a promotion.

Travel

Anthony Iannarino

OCTOBER 24, 2019

Going into the world and displacing competitors, creating new opportunities, winning those opportunities, retaining clients, and growing revenue isn’t easy under the best of circumstances, let alone adding to it unforced errors.

Sales

A Sales Guy

JUNE 18, 2013

There is nothing more important than the sales leader when it comes to driving revenue and creating successful sales organizations. Sales teams live and die on the strength and ability of its leaders. There are all types of leadership styles and approaches to motivating and leading teams. Which style is yours?

Sales

A Sales Guy

OCTOBER 5, 2013

It’s a great example of the importance of how a good product is critical to sales and revenue and that relying on sales to over-come a subpar product is futile and a recipe for disaster. I’ve said it before and I’m sure I’ll say it again — sales can’t save you.

Sales

A Sales Guy

MAY 20, 2013

A sales team can’t win without the right processes driving it. The sales go-to-market strategy is all about sales leadership. Your strategy is what differentiates you from other sales leaders who might sit in the same position. One sales leader may go right, while another goes left.

Sales

A Sales Guy

FEBRUARY 20, 2012

They were called rain makers because they were able to drive astonishing amounts of revenue on their own. For good or bad, today’s selling world isn’t conducive to the lone sales person making it rain dollar bills. Sales is far more complex today. Sales is far more complex today. It requires pursuit teams.

Sales

A Sales Guy

FEBRUARY 28, 2017

I knew it was an important topic, but I didn’t realize how much it would resonate with sales leaders and sales people alike. The One Thing Sales People Should Do In 2017 To Increase Revenue . The post Coaching and Sales Growth In 2017 appeared first on A Sales Guy.

Sales

A Sales Guy

JANUARY 30, 2014

I had a great conversation with a friend and business colleague today. Not surprisingly, we also happened on the subject of sales – about which I am the ace and he is the proverbial babe in the woods. I was doing this in the hopes of helping him avoid some of the painful mistakes we see made with respect to hiring sales talent.

Sales