Anthony Cole Training

APRIL 23, 2014

Managing a sales team can be described as complicated, difficult, tough, impossible, thankless, endless. 2) We conduct an objective evaluation of the organization to uncover the systems, processes, priorities, strategies, sales and sales management skills, tendencies and efficiencies. which is it? Measurement - Measure what?

Sales 229

Sales Management Pipeline Closing 229

Anthony Cole Training

DECEMBER 11, 2014

If they have great skills (consulting, qualifying, and closing) but they never hunt, then it doesn’t matter. I believe the same is true with sales management. If you look closely, you will see a vertical line at the 50% mark. If my sales manager is coaching properly, then why do these problems exists? 513.226.3913.

Sales 225

Sales Management Closing Pipeline 225

Hotel Management

APRIL 21, 2025

The upscale property, located close to Darwin Entertainment Centre, will feature an all-day dining restaurant, meeting space, fitness centre and outdoor pool, with all guest rooms featuring self-contained kitchenettes. The broader IHG portfolio now includes 69 hotels in Australasia, with another 26 properties in its development pipeline.

162

162

A Sales Guy

FEBRUARY 4, 2014

Everyone sits around, thumbing through their smartphones, puts the call on mute and checks their Facebook page, or for the unlucky few who have to sit in the room for the entire event, pretend they’re engaged until it’s their turn to go through the pipeline. Most manager don’t like them either.

Pipeline 109

Pipeline Closing Sales Events 109

Anthony Cole Training

AUGUST 27, 2010

Four ‘Have To’ Strategies for Closing Sales. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! close more sales (21). managing sales (4). managing sales teams (18). performance management (3). practice management (9). sales management (49).

Sales 154

Sales Closing Hiring Sales Process 154

Hotel Management

JANUARY 31, 2024

Boutique fund manager Serene Capital has taken ownership of Adina Apartment Hotel Barrack Plaza at 138 Barrack Street in Perth’s CBD. On Wednesday January 31, the 100-key hotel became the 11 th asset in Serene’s flagship hotel fund, Serene Capital Hotel Fund 1, joining more than AU$850 million assets currently under Serene Capital management.

Operations 297

Operations Pipeline Closing Management 297

A Sales Guy

NOVEMBER 5, 2012

Pipelines are an interesting thing. They are supposed to provide valuable insight for BOTH management and sales people. Their purpose is to provide visibility into the health of the selling process, letting the sales organization know how close or far they are from making quota. Pipelines however, are more than a key indicator.

Pipeline 116

Pipeline Sales Closing Sales Process 116

Hotel Management

FEBRUARY 4, 2025

Bagley joins from Choice Hotels Asia-Pac, where he recently served as Franchise Development Manager, successfully expanding the brands portfolio and contributing to significant revenue growth. We are thrilled to welcome Dean to the team, said BWH Hotels Australasia Managing Director, Rod Munro.

General Manager 162

General Manager Tourism Hotels Events 162

A Sales Guy

FEBRUARY 9, 2014

Man, is knowing if a deal will close important to the sales world. It’s the center of every pipeline meeting, every executive conversation at the end of the quarter. Knowing if a deal is going to close is at the center of every opportunity discussion of every sales organization in the world.

Closing 117

Closing Forecasting Sales Process Pipeline 117

A Sales Guy

APRIL 16, 2014

What do your sales pipeline stages look like? Are they working, does your pipeline tell you what you need to know? If you’re like most sales organizations your pipeline stages are average. They do just enough for you to track sales, to manage opportunities and to provide a rough forecast. How many do you have?

Pipeline 134

Pipeline Sales Forecasting Sales Leadership 134

Anthony Cole Training

FEBRUARY 7, 2013

Performance management is generally considered to be the 2nd step in building successful sales teams. I'm not here to argue, however, based on my experiences and what I've learned, I believe there IS another important step that must come before performance management. Some would argue it's the 3rd.

Sales 186

Sales Management Hiring Closing 186

Hotel Management

SEPTEMBER 25, 2024

TFE Hotels has signed a multi-property management agreement with New Zealand’s Heritage Hotels, which will see half of the Heritage portfolio refurbished and rebranded under the Adina and Rendezvous brands. The post Exclusive: TFE signs five New Zealand properties with Heritage Hotels appeared first on Hotel Management.

Global Distribution System 280

Global Distribution System Target Marketing Hotels Forecasting 280

Anthony Cole Training

AUGUST 11, 2017

How well can you relate to the following situations: producers not meeting sales expectations, there aren't enough opportunities in the pipeline, too few of the people are carrying the sales production load for the entire team?

Sales 202

Sales Pipeline Closing Management 202

Anthony Cole Training

SEPTEMBER 9, 2014

But, prior to that, at some time in their careers, they were managers of something. What separated them, I’m guessing, is that they thought presidentially - they looked at the role of manager through the eyes of a president. Diverse Revenue Streams (people) – As a manager, are your numbers (or is your success) dependent upon the few?

Sales 173

Sales Management Hiring Pipeline 173

Anthony Cole Training

JANUARY 19, 2015

Chances are you won''t know for sure but you can describe the symptoms: Anemic pipeline. Not closing enough. They have also adopted the Sales Managed Environment® and Effective Sales System as their own. Can we close more sales? Can we improve our pipeline and forecasting accuracy? Sales taking too long.

Sales 240

Sales Hiring Pipeline Sales Leadership 240

Hotel Management

OCTOBER 31, 2024

The New Zealand market is not without its challenges, and a unified approach to industry representation at government level could have a powerful impact, writes The Ascott Limited Managing Director – Australia, David Mansfield. Looking ahead, we have several exciting opportunities in the pipeline.

Pipeline 130

Pipeline Occupancy Consumer Marketing 130

Hotel Management

NOVEMBER 11, 2024

Since its global launch in the Gold Coast in 2018, Voco has quickly become the fastest-growing brand within IHG Hotels and Resorts’ Premium collection, with a presence in 18 countries, and five now in the pipeline for Australia, including Voco Gosford, which is set to open in 2025.

Resorts 147

Resorts Accommodation Branding Pipeline 147

Anthony Cole Training

OCTOBER 7, 2011

Four ‘Have To’ Strategies for Closing Sales. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! close more sales (21). managing sales (4). managing sales teams (18). performance management (3). practice management (9). sales management (49).

Sales 181

Sales Management Hiring Business 181

Hotel Management

JANUARY 9, 2024

Our growth strategy is asset-right, across leased, franchised and managed business models and we’ve also been seeing more opportunities for conversion projects. We’ve also added local language capabilities and local management offices to better serve our owners in each market.

Pipeline 264

Pipeline Branding Construction Marketing 264

Hotel Business

APRIL 27, 2023

In the latest United States Construction Pipeline Trend Report from Lodging Econometrics (LE), analysts report that construction pipeline projects in the U.S. continue to increase, standing at 5,545 projects/658,207 rooms at the close of Q1 2023. construction pipeline at Q1. construction pipeline at Q1.

Pipeline 98

Pipeline Construction Scale Closing 98

Anthony Cole Training

SEPTEMBER 26, 2011

Four ‘Have To’ Strategies for Closing Sales. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! close more sales (21). managing sales (4). managing sales teams (18). performance management (3). practice management (9). sales management (49).

Sales 169

Sales Management Hiring Sales Process 169

Anthony Cole Training

JANUARY 30, 2012

Four ‘Have To’ Strategies for Closing Sales. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! close more sales (21). managing sales (4). managing sales teams (18). performance management (3). practice management (9). sales management (49).

Sales 154

Sales Management Hiring Sales Process 154

Anthony Cole Training

MAY 19, 2011

Four ‘Have To’ Strategies for Closing Sales. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! close more sales (21). managing sales (4). managing sales teams (18). performance management (3). practice management (9). sales management (49).

Sales 163

Sales Management Hiring Sales Process 163

Hotel Designs

MAY 22, 2023

“The addition of these hotels across our luxury and lifestyle portfolio is a meaningful contribution to IHG’s growth in Italy, which is a key market for us,” commented Eric Viale, Managing Director, Southern Europe, IHG Hotels & Resorts. Hotel Indigo Trieste is another piepline project, again partnering with Gruppo CHC.

Pipeline 98

Pipeline Resorts Hotels Shopping 98

Anthony Cole Training

JANUARY 10, 2014

CRM, as a sales enablement tool IS NOT SO important to sales success even though it does contribute, aid, help and enable sales people to manage prospects and accounts. We have a sales activities tracking tool called Success Tracker, and internally, we use BASE to manage our pipeline. Let me clarify.

Sales 191

Sales Sales Enablement Sales Process Pipeline 191

Anthony Cole Training

AUGUST 29, 2011

Four ‘Have To’ Strategies for Closing Sales. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! close more sales (21). managing sales (4). managing sales teams (18). performance management (3). practice management (9). sales management (49).

Sales 145

Sales Management Hiring Closing 145

Anthony Iannarino

JUNE 26, 2019

The early investment means you will need to spend much less time dealing with issues later, having put the processes in place and managed the transition. The challenge is building a solid pipeline during the process of standing up a new, large client. You Are Not an Account Manager. Worse, I had no pipeline.

Pipeline 104

Pipeline Sales Management Operations 104

Hotel Management

JANUARY 17, 2024

A highly respected and experienced leader, Harwood currently serves as SVP, Managing Director for IHG’s Japan, Australasia and Pacific (JAPAC) region, and has led record regional growth since assuming the position six years ago, in January 2018. IHG will share an update on JAPAC succession plans within the upcoming weeks.

Accommodation 279

Accommodation General Manager Operations Resorts 279

Anthony Cole Training

NOVEMBER 10, 2010

Four ‘Have To’ Strategies for Closing Sales. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! close more sales (21). managing sales (4). managing sales teams (18). performance management (3). practice management (9). sales management (49).

Sales 186

Sales Hiring Pipeline Sales Process 186

Anthony Cole Training

APRIL 13, 2011

Four ‘Have To’ Strategies for Closing Sales. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! close more sales (21). managing sales (4). managing sales teams (18). performance management (3). practice management (9). sales management (49).

Sales 186

Sales Hiring Closing Sales Process 186

Anthony Cole Training

DECEMBER 5, 2019

Salespeople are often fooled that the opportunities in their pipeline are more qualified or closer to closing than reality suggests.

Sales 140

Sales Pipeline Closing Management 140

Hotel Management

MAY 21, 2024

Today Swiss-Belhotel International has close to 135 hotels and operations across 20 countries and over 12,000 staff. Alongside his position as SVP of Information Technology, E-Commerce and Distribution at Swiss-Belhotel International, Matthew is now heavily involved in corporate management in Indonesia.

Business 264

Business Pipeline Construction Closing 264

A Sales Guy

AUGUST 2, 2013

Winning Percentage: What percentage of opportunities does the sales rep close? Average Days in Pipeline: Take all the opportunities in the pipeline and add up the number of days they have been in the pipeline, then divide by the number of opportunities. How long do deals sit in the pipeline? There should be.

Sales 121

Sales Pipeline Sales Leadership Closing 121

Anthony Cole Training

JANUARY 23, 2019

In selling, properly qualifying a prospective buyer is crucial in order to move an opportunity through the pipeline and ultimately close in your favor. In this blog, we cover the 3 things to remember about all prospects and how to fully understand and qualify their motivation to make a change.

Pipeline 156

Pipeline Closing Sales Management 156

Hotel Management

DECEMBER 19, 2023

I was very quick to start working closely with our Accommodation Association manager in Victoria, and our AHA CEO in Victoria. We’re still working closely on some of these migration reforms, as international students still play a critical role in our industry. We’re working closely in the accessible space.

Accommodation 290

Accommodation Tourism Occupancy Closing 290

Anthony Cole Training

JANUARY 16, 2012

Four ‘Have To’ Strategies for Closing Sales. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! close more sales (21). managing sales (4). managing sales teams (18). performance management (3). practice management (9). sales management (49).

Sales 203

Sales Hiring Sales Process Closing 203

Hotel Management

OCTOBER 24, 2024

“The collaboration will accelerate our asset-light expansion in China by leveraging Jin Jiang’s franchise-ready infrastructure, complementing our successful management strategy in the market where we currently operate more than 220 properties in over 40 cities,” said Ascott and CLI Lodging Chief Executive Officer, Kevin Goh.

Hotels 249

Hotels Branding Operations Pipeline 249