Anthony Cole Training

FEBRUARY 21, 2019

In this article, we discuss and identify the three main reasons why salespeople get duped into believing a specific opportunity will close and why some deals are not worth chasing. They are: Weak pipeline. Failure to ask tough questions. Afraid to pull the plug.

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Sales Pipeline Closing 150

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.

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Pipeline Sales Closing Management 121

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. It’s not going to close. Most pipeline meetings suck.

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Pipeline Closing Sales Events 109

A Sales Guy

JULY 13, 2012

This is the last in a series of posts on getting opportunities moving through the pipeline. Pipeline movement is critical to the health of a sales organization. When deals get stuck in the pipeline, revenue is delayed, close rates decrease and quotas are missed. Deal close dates by month and quarter.

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Pipeline KPI Sales Process Closing 111

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 111

Pipeline KPI Sales Closing 111

A Sales Guy

SEPTEMBER 15, 2016

A few years ago I created a list of the best books sales people should read to become a badass. What made that list so special was the surprising number of books that WEREN’T sales books. This list is all sales books. A lot has changed in the sales world in the last 13 years. It’s how we build our pipelines.

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Sales Pipeline Closing Management 167

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. Not closing enough. Sales taking too long. Can we shorten our sales cycle?

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Sales Pipeline Hiring Sales Leadership 208

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. But, clearly it has little or nothing to do with the execution of the sales process - from finding prospects to getting them to make a decision to buy from you.

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Sales Sales Enablement Sales Process Pipeline 185

Anthony Iannarino

JUNE 26, 2019

In major account sales, you can win a new client that requires the upfront effort of standing up the account. The challenge is building a solid pipeline during the process of standing up a new, large client. This is the only way you can continue to build a pipeline while launching a new major client. Worse, I had no pipeline.

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Pipeline Sales Management Operations 104

A Sales Guy

AUGUST 2, 2013

Unfortunately sales seems to view things differently. Beyond the quota attainment, sales does little to track, measure and embrace the statistical nuances of selling. Beyond the quota attainment, sales does little to track, measure and embrace the statistical nuances of selling. How long do deals sit in the pipeline?

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Sales Pipeline Sales Leadership Closing 121

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. What does your pipeline look like.

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Pipeline Sales Closing Sales Process 116

Anthony Cole Training

APRIL 17, 2013

Sales don''t just "happen". Over the last 20 years of partnering with sales organizations from coast to coast, from large metropolitan areas to small cities, sales have to be generated not merely collected. Question: If you want to predict how your sales results will look in the next 3 to 6 months, what would you look at today?

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Sales Pipeline Closing Business 195

Anthony Cole Training

MAY 1, 2015

A guest blog by Walt Gerano, Sales Development Expert. Keep a full pipeline. It’s a critical part of every effective sales process, and yet, sometimes that very discussion causes us to get “off track” and lose focus on the objective of the call. You sacrifice margin, which means making more sales to achieve your revenue goal.

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Sales Sales Process Pipeline Business 175

A Sales Guy

MARCH 20, 2012

As sales people we don’t have to sell to everyone. ” The best sales people know this. There is this unwritten rule that says, for some reason, sales people HAVE to sell to everyone. Sales people are supposed to sell to make money and some deals just aren’t good deals. The truth is we don’t.

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Closing Sales Services Management 114

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?

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Pipeline Sales Closing Management 148

Anthony Cole Training

MARCH 29, 2017

Even if you are not in “sales”, you’ve actually been in sales your whole life and you’ve had sales get stuck in the pipeline. You don’t think so. Well, let me provide a few examples to clarify.

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Sales Pipeline Closing 121

Hotel Management

JANUARY 17, 2024

From operations, commercial, and sales to food and beverage, her depth and breadth of experience is very well suited for this role. Prior to joining IHG, Harwood had worked across various sales, operations and commercial teams.

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Accommodation General Manager Operations Resorts 279

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.

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Pipeline Closing Sales Management 150

Hotel Business

MAY 9, 2024

Hoplamazian, president/CEO, Hyatt, “Our pipeline also reached a new record, expanding 10% year-over-year (YOY) to 129,000 rooms, and we realized net rooms growth of 5.5%. As of March 31, the company had a pipeline of executed management or franchise contracts for approximately 670 hotels (approximately 129,000 rooms).

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Real Estate Pipeline Sales Casinos 64

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?”

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Sales Management Pipeline Closing 115

Anthony Cole Training

DECEMBER 11, 2014

It’s not a lot different from helping our clients identify why the sales team isn’t generating the anticipated sales growth. When we complete our Sales Organization Assessment, we end up with a graphic that looks like this: What you are looking at is a summary of the level of different skills that the sales team possesses.

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Sales Management Closing Pipeline 201

Anthony Cole Training

NOVEMBER 10, 2010

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?

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Sales Pipeline Hiring Sales Process 181

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? Your expectations.

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Sales Management Pipeline Closing 199

Anthony Cole Training

APRIL 13, 2011

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?

Sales 181

Sales Hiring Closing Pipeline 181

Anthony Cole Training

SEPTEMBER 9, 2014

(The 80/20 rule may be a rule, but your numbers can be killed if you lose 1 or 2 sales people from the 20% side of the equation.). Knowing how much has been sold and how much is in the pipeline is a look back. Reasons to Stay – If you have only 2 or 3 people keeping your sales numbers healthy, what are their reasons to stay?

Sales 169

Sales Management Pipeline Hiring 169

A Sales Guy

APRIL 28, 2020

Due to the Coronavirus and the shelter in place, we made a quick pivot at A Sales Guy. With a price point of $99.00, it was designed to make it easy and affordable for salespeople to access the same training we provide to large sales organizations around the world. We created a virtual Gap Selling training course for salespeople.

Sales 131

Sales Pipeline Closing 131

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 63

Sales Pipeline Management Closing 63

A Sales Guy

SEPTEMBER 15, 2016

A few years ago I created a list of the best books sales people should read to become a badass. What made that list so special was the surprising number of books that WEREN’T sales books. This list is all sales books. A lot has changed in the sales world in the last 13 years. It’s how we build our pipelines.

Sales 83

Sales Pipeline Closing Management 83

A Sales Guy

JULY 10, 2013

Deal debt is one of the most egregious management practices perpetrated on sales people today. Deal debt is the result of end of the quarter pressure sales leaders put on their sales team to pull deals into the current quarter that aren’t slated to close until the next quarter — all in order to make the number.

Sales 115

Sales Sales Leadership B2B Pipeline 115

Anthony Cole Training

AUGUST 23, 2019

Of course you have sales problems. If it’s not a production problem, it’s a productivity problem. If it’s not a productivity problem, it’s a servicing problem.

Sales 124

Sales Services Closing Pipeline 124

Anthony Cole Training

NOVEMBER 14, 2012

This is part II of a III part blog post discussing the DNA of High Performance Sales Teams. The first post discussed the DNA of a Hunter Sales person as a result of reading a blog about building a "Rock Star Team of Sales Hunters". Qualifiers DO NOT hear money or investment objections at time of close.

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Sales Pipeline Hiring Closing 185

Hotel Business

MARCH 16, 2023

It must start with sales leaders doing what is necessary to protect selling time vehemently. What does that have to do with sales? What does a complex baseball theory have to do with sales? We have sales teams distracted by RFP spam inundating inboxes. This means sales teams get dragged into helping in operations.

Closing 98

Closing Sales Pipeline Operations 98

Anthony Cole Training

JANUARY 30, 2012

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?

Sales 159

Sales Management Hiring Sales Process 159

Anthony Cole Training

OCTOBER 25, 2011

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?

Sales 169

Sales Hiring Closing Sales Process 169

Anthony Cole Training

JULY 18, 2014

As sales people, we are always looking for the same thing – increased revenue. However, by observing many over the years, I have seen sales people who in reality have already “retired” and just haven’t told anyone. Now, having thrown THOSE people under the bus, I will now address the REST of those sales people who DO work hard.

Sales 185

Sales Revenue Pipeline Closing 185

Anthony Cole Training

JANUARY 16, 2012

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?

Sales 196

Sales Hiring Sales Process Closing 196

Anthony Iannarino

MARCH 9, 2020

There are sales organizations with anemic pipelines and too few opportunities struggling to find growth. The idea is that by eliminating prospecting from the top salesperson’s duties, they can focus all their time on “closing” deals. The words and concepts we use to talk about sales are essential. Taylorism Taken too Far.

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B2B Sales Sales Process Intent 103