Anthony Iannarino

AUGUST 11, 2020

One of the most significant changes in sales is the meaning of the word “closing.” In the past, sales leaders would suggest that they wanted to hire people who could close deals, asking the prospective client to buy, and getting ink on a contract.

Closing 122

Closing Sales Sales Process B2B 122

A Sales Guy

JULY 9, 2012

A crappy sales process is the culprit of more stuck deals, or lost deals than many of us want to admit. A crappy sales process consists of bad or misaligned sales stages. When sales stages have little correlation with how your customer buys or with how your product is sold, you have bad sales stages.

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Sales Process Pipeline Sales Closing 113

Anthony Iannarino

JULY 2, 2020

Many decades ago, the theory about how to close deals faster was to use a trial close, followed by increasing pressure, regardless of your prospective client’s objections (which were unresolved concerns). The most popular theory now is to improve your sales velocity, the speed at which you complete “the sales conversation.”

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Closing Sales Sales Process B2B 121

A Sales Guy

MARCH 23, 2012

The sale process has always been part of the sales lexicon. The sales process is traditionally a linear set of stages outlining how a sale happens from beginning to end. Check out the video and corresponding ebook on the real sales cycle). Acquisition of Liquidity is the moment of close.

Sales Process 113

Sales Process Sales Closing Business 113

Anthony Cole Training

NOVEMBER 19, 2012

They will uncover the appropriate information about money, the decision making process and they will certainly uncover the prospects ability AND willingness to undo any current relationships that might be providing a similar product or service as yours. This does not minimize the Closing DNA. The avoid winking in the dark.

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Closing Sales Hiring Sales Process 171

Anthony Cole Training

AUGUST 2, 2010

5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. Sale Process (2).

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Closing Sales Hiring Sales Process 174

A Sales Guy

JULY 6, 2012

Today I’m going to talk about the lack of close dates or inaccurate close dates. Technically speaking you could say the lack of close dates or inaccurate close dates IS bad data and you’d be right. An accurate close is at the heart of a strong pipeline. sales reps feelings.

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Pipeline Closing Sales Sales Process 111

Hotel Business

APRIL 29, 2024

has closed on the sale of the 85-room Hampton Inn Lawrenceville in Lawrenceville, GA, for $8.1 The sale price represented a 6% capitalization rate on trailing 12-month net operating income through March. Ashford Hospitality Trust Inc. million ($95,300 per key). ” The post Ashford Trust sells Georgia Hampton Inn for $8.1M

Net Operating Income 69

Net Operating Income Sales Process Sales Operations 69

Hotel Business

FEBRUARY 29, 2024

The sale is expected to be completed in March and is subject to normal closing conditions. The company provides no assurances that the sale will be completed on these terms or at all. Excluding the anticipated capital spend, the sale price represents an 8.7% Ashford Hospitality Trust Inc. 2023 hotel EBITDA.

Net Operating Income 59

Net Operating Income Sales Process Sales Closing 59

Hotel Business

OCTOBER 17, 2023

Mumford Company, a full-service hospitality brokerage advisory firm since 1978, has completed a number of deals this year to close a robust third quarter. In the last few weeks, the firms closed several deals representing a broad range of property types throughout the U.S.

Sales Process 59

Sales Process Closing Pipeline Management 59

Horizon Hospitality

APRIL 22, 2024

However, by using DISC and similar types of personality assessments , senior living sales leaders realize that the most successful professionals tend to be more aggressive. They are more likely to push the sales process forward and help sales leads to get off the fence.

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Sales Management Sales Process Closing 52

Hotel News Resource

JULY 6, 2023

GlobalData finds that IBM is a leader in the AI platform market, followed closely by Microsoft, Amazon, and Google. Salesforce is a niche player, offering numerous operationalized solutions designed to help enterprises glean actionable insights from data to improve the customer experience and sales process.

Sales Process 40

Sales Process Closing Sales Market 40

Anthony Cole Training

FEBRUARY 23, 2022

If you consider all the things that you do as a salesperson throughout the day, you’ll notice you spend a lot of time virtually prospecting, qualifying, closing, and building relationships.

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Closing Sales Process Sales 239

Anthony Cole Training

JULY 16, 2019

A majority of sales people are so happy to get in front of a prospect that they sometimes allow them to control the sales process.

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Sales Process Sales Closing Business 158

Lure Agency

JULY 20, 2023

Defining Roles During a conversation between Cory and Kristi, they discuss the disparities between sales managers and trusted advisors. Kristi says, “A sales manager is essentially an order taker who focuses solely on closing deals. ” Sales managers often compete on price, as it is their main selling point. .

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Sales Management Sales Process Hotel Sales 98

Hotel Business

JANUARY 2, 2024

Benjamin Yelm, Marcus & Millichap’s broker of record in North Carolina, assisted in closing the transaction. This sale process confirmed that demand for leisure-driven hotels is still conditionally very strong,” said Hunter, SVP, investments, Marcus & Millichap.

Resorts 64

Resorts Sales Process Sales Closing 64

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.

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Sales Process Sales Closing B2B 75

Anthony Cole Training

JULY 22, 2015

You would probably agree that the basics around what salespeople need to do to be successful hasn’t changed – they still must hunt, qualify and close. Are you still hunting with old technology or are you using Sales 2.0 And what about Closing? Phil, “How’s that workin’ for ya?”. How is your Hunting?

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Closing Sales Process Sales Business 160

Anthony Cole Training

JANUARY 30, 2019

Facing stalls and objections throughout the sales process is a common occurrence for many salespeople. In this blog, we will cover the 10 common symptoms that suggest you may accept put-offs from prospects and how that is affecting the strength and quality of your sales pipeline.

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Sales Process Pipeline Sales Closing 137

Anthony Cole Training

SEPTEMBER 8, 2014

The various contributors always get me thinking and re-thinking about what I think I know about sales and sales management. This article was no exception, especially when they were writing about the sales process. According to Wikipedia - A sales process is an approach to selling a product or service.

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Sales Process Sales Closing Hiring 182

Anthony Cole Training

DECEMBER 18, 2018

When a company first starts out, there probably isn’t much of a sales process, or team, in place. The one or two advisors target prospects, introduce them to the company, and close deals according to their own preferred methods.

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Sales Sales Process Closing Business 169

Anthony Iannarino

JULY 8, 2019

In the past, the word discovery was used to describe both a stage in the sales process as well as an outcome. Both the stage and the outcome described the process of asking clients to share their dissatisfaction with their results, their supplier, and their challenges. No more pushy sales tactics.

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Sales Process Closing Sales B2B 99

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.

Sales 185

Sales Sales Enablement Sales Process Pipeline 185

Anthony Iannarino

SEPTEMBER 9, 2019

These and many other factors have made whatever might once have been a linear sales process more difficult to follow and maintain. Disclaimer : I would never suggest you go without a sales process. The tyranny of any process is when it becomes dogma. No more pushy sales tactics. Not Following Orders.

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Sales Process Sales Closing Intent 89

Anthony Iannarino

SEPTEMBER 19, 2019

You are going to engage with prospective clients who are more than willing to explore change with you, the second of the ten commitments you will find in The Lost Art of Closing: Winning the 10 Commitments That Drive Sales. No more pushy sales tactics. No more pushy sales tactics. Essential Reading!

Closing 99

Closing Sales Sales Process Management 99

Anthony Iannarino

APRIL 3, 2019

Get my 2nd book: The Lost Art of Closing. "In In The Lost Art of Closing , Anthony proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. "In Essential Reading!

Closing 99

Closing Sales Process Sales Business 99

Anthony Iannarino

MAY 20, 2019

You get all the way through the sales process, and everything seems to be on track and well on the way to a won deal. No more pushy sales tactics. The Lost Art of Closing shows you how to proactively lead your customer and close your sales.

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Closing Sales Process Sales B2B 87

Anthony Cole Training

JANUARY 19, 2015

If your sales team isn''t performing as expected, you must ask the question - Why? Not closing enough. Sales taking too long. Can we close more sales? Do our systems and processes support a high performance sales organization? Can we be more consistent with our sales process?

Sales 208

Sales Pipeline Hiring Sales Leadership 208

Lure Agency

AUGUST 23, 2022

The hotel sales process can be complex, but it doesn’t have to be mysterious. The InnSync Show’s Cory Falter recently chatted with Tammy Gillis, sales performance expert from Gillis Consulting and Training , Inc., Tammy says there are two distinct sales types: gathering and hunting. This is a big mistake.

Hotel Sales 52

Hotel Sales Sales Sales Process Hotels 52

Hotel Business

APRIL 6, 2023

A well-run investment sales process creates competition and leverage for the seller, which provides the best available price, speed and certainty from potential purchasers. Without a process, a seller is frequently leaving significant money on the table and will never know if a better deal was available.

Sales Process 59

Sales Process Hotels Sales Market 59

Anthony Iannarino

APRIL 26, 2019

In a workshop at OutBound , I was sharing the 10 Commitments from The Lost Art of Closing: Winning the 10 Commitments That Drive Sales as a framework for accelerating deals. No more pushy sales tactics. The Lost Art of Closing shows you how to proactively lead your customer and close your sales.

Closing 81

Closing Sales Process Sales 81

A Sales Guy

JANUARY 18, 2017

I talked about what I call “Gap Selling” or “Selling to the Gap” Selling to the Gap is based on the concept that when people buy, there is a “gap” between where they are today and where they want to go, and it’s this gap that drives the value and probability of closing the deal.

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Sales Sales Process Closing 70

Anthony Iannarino

JULY 23, 2019

New opportunities created means you are adept at the exploration conversation about why your dream client should change in a way that allows them to engage with you on what is sometimes a tricky conversation—and often the conversations that cause them to buy from you long before you get to the Commitment to Decide (what you know as closing).

Sales 95

Sales Closing Sales Process Revenue 95

Anthony Iannarino

OCTOBER 30, 2019

When Neil Rackham wrote SPIN Selling in 1988, salespeople were taught to ask two kinds of questions, open-ended questions that required their prospects to provide information, and closed-ended questions that required a yes or no answer. The close-ended questions being used to teach salespeople to tie-down their prospects and close them.

Sales 61

Sales Sales Process Closing Forecasting 61

A Sales Guy

JULY 13, 2012

When deals get stuck in the pipeline, revenue is delayed, close rates decrease and quotas are missed. They have no idea what stage deals are in, how long they have been there, when they are supposed to close, the average length of time it takes for deals to close, what their win loss rate is or what their win loss percentage is.

Pipeline 111

Pipeline KPI Sales Process Closing 111

Anthony Iannarino

MAY 14, 2019

Late Home from Travel : If you get home on a late flight, get as close as you can to 7 hours sleep, no matter what time you wake up. Get my 2nd book: The Lost Art of Closing. "In But don’t stay up until 2:00 AM and sleep until 11:00 AM. It’s much hard to recapture the habit when you make major shifts. Essential Reading!

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Closing Sales Process Sales Travel 103

Anthony Iannarino

APRIL 21, 2019

(If you want to learn to control the process, gaining the meetings you need to do good work, check out The Lost Art of Closing: Winning the 10 Commitments That Drive Sales , and email me your receipt so I can send you the workbook). No more pushy sales tactics. Get my 2nd book: The Lost Art of Closing. "In

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Closing Sales Sales Process B2B 84