A Sales Guy

JANUARY 3, 2014

This is a follow up to the 11 Things Great Sales People Don’t Do. There are two sides to sales. The sales people and the those that lead them. Sales people go and sell. The sales leaders, they have to support, direct, lead and motivate the sales team. Great sales leaders don’t sell.

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Sales Sales Leadership Hiring Closing 117

A Sales Guy

OCTOBER 13, 2012

He told me he his growth strategy for 2013 was going to be through improved sales productivity. We identified the key sales metrics he felt represented sales productivity. In his case, it was average deal size, number of deals sold in a year and number of sales reps. When you need to hire more sales people.

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Sales Hiring Sales Leadership KPI 115

A Sales Guy

APRIL 29, 2014

Yesterday, I talked about why sales people fail themselves. Today, I’m breaking down why sales people fail because of the company. Sales people fail because their company fails them. Sales people are only part of a two part system to drive sales. They aren’t providing solid sales support (enablement).

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Sales Hiring Sales Leadership Market 121

Anthony Cole Training

MAY 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?

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Business Sales Hiring Sales Process 185

A Sales Guy

JULY 23, 2014

Note: This blog post is an excerpt from my new book: “Creating High Performance Sales Compensation Plans”. Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus plans. Are your sales goals orders- or bookings-based? Understanding Cost of Sales.

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Sales Revenue Sales Leadership Services 120

Anthony Cole Training

SEPTEMBER 24, 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 Hiring Sales Process B2B 141

A Sales Guy

JANUARY 30, 2014

Not surprisingly, we also happened on the subject of sales – about which I am the ace and he is the proverbial babe in the woods. I was doing this in the hopes of helping him avoid some of the painful mistakes we see made with respect to hiring sales talent. Stated simply…looks can be deceiving.

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Sales Sales Leadership Hiring Business 118

A Sales Guy

OCTOBER 5, 2013

I’m gonna deviate from Success Saturdays this week, to follow up on my post Sales Can’t Save You. If you’ve ever wondered if poop, crap, s**t, or by it’s less offensive term, human waste could deliver a message to sales people wonder no more. They hired someone. They hired Mike Sharp.

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Sales Sales Leadership Hiring Retail 117

Hotel Business

FEBRUARY 28, 2023

OTA Insight has appointed Courtney Jones to the sales leadership team as VP, North American enterprise sales. Jones brings more than 25 years of hospitality and hospitality technology sales experience to OTA Insight, with expertise in business development and organizational growth, according to the company.

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OTA Sales Leadership Sales Revenue 52

A Sales Guy

MAY 20, 2013

Sales is hard. In particular, running, leading and building sales teams is hard. As a sales leader, if you are diligent in understand these four areas; people, process, strategy, product and the market you’re doing OK. I believe this is the most poorly managed element of sales organization success.

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Sales Pipeline Sales Leadership B2B 119

A Sales Guy

JULY 11, 2012

Shitty sales management can kill pipeline movement. As sales leaders, we spend so much of our time evaluating our teams and the individuals on them, we often forget that our s**t can stink too. The place I see sales management fail the most (just behind hiring “A” players) is pipeline management.

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Pipeline Sales Management Sales Leadership 116

A Sales Guy

NOVEMBER 25, 2013

There is one thing that the best of the best sales people do during an interview that others don’t. In this case sell or lead sales teams. A” players understand employers have a problem and that’s why they are looking to hire someone. Is everyone making quota or a just a few bringing in most of the revenue?

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Hiring Sales Leadership Sales Sales Process 120

Anthony Cole Training

JUNE 20, 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 120

Sales Hiring Sales Process B2B 120

Anthony Cole Training

FEBRUARY 3, 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?

Sales 136

Sales Hiring Sales Process B2B 136

Anthony Cole Training

MARCH 25, 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 Hiring Sales Process B2B 120

A Sales Guy

OCTOBER 17, 2012

As read it I couldn’t help but think of it as sales gold. As you read it be thinking about your sales world. Sales leaders, as you read it, what do you surmise You should be planning for 2013. Sales leaders, as you read it, what do you surmise You should be planning for 2013. Fiscal Cliff Crimps Hiring Plans.

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Sales Hiring Scale Revenue 110

A Sales Guy

AUGUST 3, 2012

THE PERFECT SALES BUSINESS REVIEW AGENDA. Most sales leaders don’t create a culture of accountability. The wrong way and the most common way sales organizations do business reviews is to treat them “literally” like a review. Each sales leader and sales rep should have a number of quarterly initiatives.

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Sales Business KPI Pipeline 115

Hotel Business

MARCH 27, 2023

Stephanie Dowling steps into the newly created position of SVP, corporate communications and PR; Gladys Camphuijsen has been named VP, sales and new business development for Europe, South Asia, Middle East and Africa; and Jennifer Munro has been appointed to VP, loyalty.

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Travel Resorts Sales Sales Leadership 52

A Sales Guy

DECEMBER 5, 2012

For sales leaders, this means identifying and executing on a new set of sales strategies to make our new number. Unfortunately, for most sales organizations there is very little strategy and a whole lot of goals. If you’re head of sales and you’re responsible for growth goals you need strategies NOT just goals.

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Sales Revenue Hiring Closing 116

Anthony Cole Training

DECEMBER 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 Hiring Sales Process B2B 180

A Sales Guy

FEBRUARY 20, 2012

The days of the kick-ass, lonewolf, rainmaking sales person is done. Sales has become too complex and too customer centric for a single sales person to make rain. They were called rain makers because they were able to drive astonishing amounts of revenue on their own. Sales is far more complex today.

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Sales Business Revenue Sales Leadership 112