Anthony Cole Training

JANUARY 19, 2015

Do our systems and processes support a high performance sales organization? Can we be more consistent with our sales process? How well are our sales leadership strategies aligned? Can we improve our pipeline and forecasting accuracy? Can we improve our sales culture? Can we improve ramp up time?

Sales 252

Sales Hiring Pipeline Sales Leadership 252

Anthony Iannarino

JULY 29, 2020

You may also be familiar with forecasted closing dates as “Hopeium.” Under the very best of circumstances, forecasting can still be incredibly difficult. However, some factors can help you dial in your sales forecast, moving you closer to what is true, even if you don’t like the truth your forecast reveals.

Forecasting 90

Forecasting Sales Closing Pipeline 90

A Sales Guy

APRIL 16, 2014

They do just enough for you to track sales, to manage opportunities and to provide a rough forecast. But, also like most sales organizations, when it comes to crunch time, when it comes to the end of the quarter, your pipeline fails you and you’ve missed your number again. Pipeline Sales Leadership'

Pipeline 134

Pipeline Sales Forecasting Sales Leadership 134

A Sales Guy

JUNE 12, 2012

Sales people see revenue projection in 4 ways. Forecast – The amount of revenue the organization/management budgeted for and expects to get. Commit – The amount of revenue the sales person tells management they ARE going to get. Actual – The amount of revenue the sales person actually gets in the end.

Revenue 116

Revenue Sales Forecasting Management 116

A Sales Guy

JULY 10, 2013

Just like real debt, there is a cost to debt and in sales it’s no different. It’s a Leadership Problem. Listen carefully, deal debt is a sales leadership problem, period! Deal debt is the symptom of a poor culture and poor sales management. doesn’t ensure there are solid deal strategies in place.

Sales 115

Sales Sales Leadership B2B Pipeline 115

A Sales Guy

MARCH 17, 2012

A few obvious things: A shitty sales team. The wrong sales people in the wrong roles. Poor sales leadership. Poor sales support. They can be used to drive “new” behaviors like improving forecasting accuracy. A good sales team comes to the table motivated. It could be a lot of things.

Closing 106

Closing Sales Sales Leadership Forecasting 106

Anthony Cole Training

SEPTEMBER 8, 2011

Sales Coaching (40). sales coaching skills (10). sales competencies (12). sales development (55). sales excuses (15). Sales Force (5). sales goals (29). sales improvement (22). Sales Jobs (5). sales leadership development (4). sales management (49). sales people (8).

Sales 185

Sales Hiring Sales Process B2B 185