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

A Sales Guy

SEPTEMBER 29, 2016

For years we’ve looked at “closing” as a thing you do to someone. We’ve looked at it like an event that happens at the end of the sales cycle. Closing is not something you do to someone, is a journey you take with someone. I go deeper into what closing looks like today and how to do it effectively.

Closing 138

Closing Sales Process Sales Events 138

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. Recognizing the Nonlinearity of the Sales Conversation.

Closing 122

Closing Sales Sales Process B2B 122

Horizon Hospitality

APRIL 22, 2024

While this should mean that senior living sales professionals’ jobs are getting easier, many communities are struggling to convert leads. It means that senior living sales professionals need a different set of skills to be successful in today’s senior living landscape. Now, they must be agile enough to close a sale in just a few weeks.

Sales 52

Sales Management Sales Process Closing 52

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.”

Closing 121

Closing Sales Sales Process B2B 121

Lure Agency

JULY 20, 2023

In the world of sales, there are two distinct roles that professionals often find themselves in: the sales manager and the trusted advisor. Cory Falter recently invited hotel sales consultant Kristi White on the InnSync Show for a discussion on the differences between the roles of a sales manager and a trusted advisor.

Sales 98

Sales Management Sales Process Hotel Sales 98

A Sales Guy

MARCH 30, 2021

Reading Gap Selling is a start to changing the way we sell, but the truth is, it is a sophisticated and inherently difficult sales approach. How is that a book on execution has become my favorite sales book? It doesn’t address topics like closing or overcoming objections or prospecting or email writing.

Sales 166

Sales Sales Process Intent Closing 166

Anthony Cole Training

AUGUST 2, 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?

Closing 174

Closing Sales Hiring Sales Process 174

Anthony Cole Training

NOVEMBER 19, 2012

I started this series of blog post on the 3 Must Haves For High Performance Sales Teams with #1 Prospecting DNA. possessing the DNA of qualifying means your sales people ask questions, those question will be the right questions, asked the right way at the right time. . #2 This does not minimize the Closing DNA.

Closing 171

Closing Sales Hiring Sales Process 171

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. sales reps feelings.

Pipeline 111

Pipeline Closing Sales Sales Process 111

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

Lure Agency

AUGUST 23, 2022

Sales representatives are the lifeblood of hotels. 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., What does your sales structure need to look like?

Hotel Sales 52

Hotel Sales Sales Sales Process Hotels 52

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. When adjusted for the company’s anticipated capital expenditures, the sale price represents a 7.3% Ashford Hospitality Trust Inc.

Net Operating Income 59

Net Operating Income Sales Process Sales Closing 59

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 Closing 69

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? Not closing enough. Sales taking too long. The companies who have had the most success with our programming have followed the process: Test, Train and Track.

Sales 208

Sales Pipeline Hiring Sales Leadership 208

Anthony Iannarino

JULY 14, 2020

There are very few who would argue that B2B sales hasn’t undergone a radical change, especially when it comes to consultative selling , where two of the primary variables to success is providing the context that would help a prospective client see something invisible to them and the advice as to what they should do to produce better results.

Sales 115

Sales B2B Closing Sales Process 115

Anthony Cole Training

MAY 1, 2015

A guest blog by Walt Gerano, Sales Development Expert. 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. Realize that there can be times where making a price-based sale could be bad for your business.

Sales 175

Sales Sales Process Pipeline Business 175

Anthony Iannarino

JULY 23, 2019

There are, however, some metrics that tell you much about your sales results—and your challenges. These three metrics in sales can tell you a lot about what you need to know to improve. No more pushy sales tactics. The Lost Art of Closing shows you how to proactively lead your customer and close your sales.

Sales 95

Sales Closing Sales Process Revenue 95

Anthony Iannarino

JULY 13, 2020

Before it is possible to list some of the best sales meeting topics, you must first determine the outcome of a sales meeting. If you are going to take your sales force out of the field and away from selling for an hour, that hour must provide them with something that improves their effectiveness. No more pushy sales tactics.

B2B 80

B2B Sales Sales Process Closing 80

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.

Sales Process 158

Sales Process Sales Closing Business 158

Anthony Iannarino

APRIL 17, 2019

I tend to look for the themes, trends, and patterns that either improve or harm sales. The following is what I see causing sales results to suffer. For more on controlling the process, see The Lost Art of Closing: Winning the 10 Commitments That Drive Sales ). No more pushy sales tactics. Essential Reading!

Sales 94

Sales Closing Sales Process B2B 94

Anthony Iannarino

MARCH 10, 2020

The idea that “sales is a numbers game” contains an absolute truth worth observing. In the past, for many sales organizations, increasing sales meant increasing sales activity. More salespeople were better than fewer salespeople, each additional sales rep expanding the amount of activity.

Sales 117

Sales B2B Sales Process Management 117

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.

B2B 103

B2B Sales Sales Process Intent 103

A Sales Guy

JANUARY 18, 2017

Today I did a BrightTALK presentation for the Sales Xpert Channel. Selling to the gap is a simple process that adds tons of value to salespeople looking to increase their close rates, accelerate the sale and maintain greater control over the sales process. You can listen to it here. Do you sell to the gap?

Sales 70

Sales Sales Process Closing 70

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. What’s the secret to accelerating sales growth? But different doesn’t always mean better.

Sales 169

Sales Sales Process Closing Business 169

Anthony Cole Training

OCTOBER 20, 2014

I’ve been in the sales and sales management consulting business for 21 years. Prior to that, I was an insurance wholesaler, an insurance agent, a Nautilus Regional Sales Manager, a Nautilus Regional Sales Rep and collegiate athletic coach. I have come to this realization based on my last 4 sales. Guaranteed!

Sales 201

Sales Sales Process Hiring Business 201

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

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

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

A Sales Guy

JUNE 28, 2012

The sales pipeline is the most important sales management tool there is. The sales pipeline is like the hard drive of a computer. Like your hard drive, if the pipeline gets messed up or filled with crap, everything slows down and in the case of sales that means revenue. Inaccurate close dates or no close dates.

Pipeline 112

Pipeline Sales Management Sales Process 112

Anthony Iannarino

OCTOBER 24, 2019

Occasionally I like to take note of what I see in the world of sales. The following obstacles to better sales results seem to be prevalent in companies – or pockets within those companies. Outdated Approach : If your approach to sales is from 1988 (or even earlier), it is obsolete and of limited effectiveness.

Sales 75

Sales Sales Process Closing Pipeline 75

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

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

DECEMBER 16, 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 Sales Process Management 181

Hotel Business

JANUARY 2, 2024

Marcus & Millichap has brokered the sale of Switzerland Inn, a 70-room resort and residential houses in Little Switzerland, NC. Benjamin Yelm, Marcus & Millichap’s broker of record in North Carolina, assisted in closing the transaction. The portfolio was sold for $15.65

Resorts 64

Resorts Sales Process Sales Closing 64

Anthony Iannarino

OCTOBER 30, 2019

If you want the great game of sales to move slower, allowing you to anticipate problems, challenges, and obstacles, and overcome them, you have to acquire a deeper knowledge of your craft , an education that provides you with an advantage. You can’t learn to sell by reading many books on sales. Process, Methodologies, and Journeys.

Sales 61

Sales Sales Process Closing Forecasting 61