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

A Sales Guy

AUGUST 2, 2013

Average Days in Pipeline: Take all the opportunities in the pipeline and add up the number of days they have been in the pipeline, then divide by the number of opportunities. How long do deals sit in the pipeline? How good is the sales rep at knowing when to stop working a deal and close it? There should be.

Sales 121

Sales Pipeline Sales Leadership Closing 121

Anthony Cole Training

JANUARY 30, 2012

Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Leadership Training (2). managing sales (4).

Sales 159

Sales Management Hiring Sales Process 159

A Sales Guy

MAY 7, 2013

You have a sales process in place, but the sales manager and sales people are using separate spread sheets with additional stages, because the current sales process doesn’t meet their needs. You’ve built a killer sales portal the sales team never seems to visit. Do you see what they see?

Sales 128

Sales Sales Leadership B2B Sales Process 128

Anthony Cole Training

SEPTEMBER 26, 2011

Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Leadership Training (2). managing sales (4).

Sales 174

Sales Management Hiring Sales Process 174

Anthony Cole Training

OCTOBER 7, 2011

Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Leadership Training (2). managing sales (4).

Sales 185

Sales Management Hiring Business 185

Anthony Cole Training

MAY 19, 2011

Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Leadership Training (2). managing sales (4).

Sales 168

Sales Management Hiring Sales Process 168

Anthony Cole Training

AUGUST 29, 2011

Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Leadership Training (2). managing sales (4).

Sales 149

Sales Management Hiring Closing 149

Anthony Cole Training

MARCH 23, 2010

Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Leadership Training (2). managing sales (4).

Sales 120

Sales Management Sales Process Hiring 120

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. What is “status?”

Sales 63

Sales Pipeline Management Closing 63

A Sales Guy

APRIL 5, 2013

Your sales VP is going to miss quota. Her sales directors are going to miss quota. Their sales managers are going to miss quota. Sales people are going to miss quota. If you missed quota in q1, was it because the pipeline was too small? That’s OK. The problem isn’t failure.

Sales 112

Sales B2B Sales Leadership Pipeline 112

Anthony Cole Training

MAY 20, 2015

A guest blog by Dave Kulran, President and founder of Objective Management Group, with an introduction by Tony Cole, President of Anthony Cole Training Group. About 20 years ago, I was fortunate enough to hear about David Kurlan and his company, Objective Management Group. Click here to find out more about the cure).

Hiring 150

Hiring Sales Pipeline Sales Leadership 150

Anthony Cole Training

NOVEMBER 10, 2010

Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Leadership Training (2). managing sales (4).

Sales 181

Sales Pipeline Hiring Sales Process 181

A Sales Guy

MAY 9, 2014

The problem is only thirty eight percent (38%) of sales people say their manager are good coaches. Most sales leaders aren’t good coaches. They were the kick ass sales person who was promoted because they could sell, but lead, manage, well not so much. Most sales leaders treat coaching as an ad hoc exercise.

Sales 124

Sales Pipeline Sales Leadership Management 124

A Sales Guy

FEBRUARY 9, 2012

In sales leadership a cadence is a rhythmic sequence for engaging with your team. A sales cadence is the frequency or sequence with which you meet with the team and individuals on the team. A predefined cadence is a critical element to successful sales leadership. A cadence is a rhythmic sequence. issues, etc.

Sales 102

Sales Sales Leadership Cancellation Pipeline 102

A Sales Guy

SEPTEMBER 15, 2016

It’s how we build our pipelines. Jeb has written a killer book designed help you build a solid pipeline faster. If you want a bigger pipeline, this book can help you get it. 4) Sales Manager Survival Guide – David Brock. David has written the definitive guide to sales management.

Sales 167

Sales Pipeline Closing Management 167

Anthony Iannarino

MARCH 17, 2020

While you may not control the root cause of a crisis, you can manage your response. You can determine what you believe , and you can manage your reaction. You need to make sales. But you don’t have a sales manager who can give you the time and attention you need. Learn how to sell without a sales manager.

Sales 138

Sales B2B Revenue Pipeline 138

Anthony Cole Training

APRIL 19, 2011

Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Leadership Training (2). managing sales (4).

Sales 168

Sales Hiring Sales Process Pipeline 168

Anthony Cole Training

FEBRUARY 6, 2012

Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Leadership Training (2). managing sales (4).

Sales 190

Sales Hiring Sales Leadership Sales Process 190

Anthony Cole Training

APRIL 13, 2011

Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Leadership Training (2). managing sales (4).

Sales 181

Sales Hiring Closing Pipeline 181

A Sales Guy

MAY 22, 2012

The pipeline isn’t big enough. The reason fear enters a sales persons world are plenty. Sales people, manage your fear. Build on the confidence that says you are a damn good sales person. You’re pipeline will be big enough. Management, DON’T CREATE AN ENVIRONMENT OF FEAR!

Sales 118

Sales Pipeline Management Sales Leadership 118

Anthony Cole Training

JUNE 22, 2011

Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Leadership Training (2). managing sales (4).

Sales 136

Sales Hiring Pipeline Sales Process 136

Anthony Cole Training

AUGUST 17, 2010

Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Leadership Training (2). managing sales (4).

Sales 185

Sales Hiring Sales Process Management 185

Anthony Cole Training

JANUARY 5, 2012

Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Leadership Training (2). managing sales (4).

Sales 136

Sales Hiring Sales Process Sales Leadership 136

Anthony Cole Training

FEBRUARY 24, 2012

Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Leadership Training (2). managing sales (4).

Sales 137

Sales Hiring Sales Process Pipeline 137

Anthony Cole Training

JANUARY 31, 2012

Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Leadership Training (2). managing sales (4).

Sales 168

Sales Hiring Sales Process Sales Leadership 168

A Sales Guy

MAY 10, 2016

All of these demands and those on the sales front make it tough to make your number. How is your sales team looking? Is the pipeline healthy? Each hour consists of 3 20-minute sessions where you and I can connect to work out the kinks in your pipeline or the pressing thorn in your sales side. Are they motivated?

Sales 64

Sales Pipeline Marketing Strategy Shopping 64

Anthony Cole Training

JANUARY 23, 2012

Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Leadership Training (2). managing sales (4).

Sales 120

Sales Hiring Management Sales Leadership 120

Anthony Cole Training

MAY 1, 2010

Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Leadership Training (2). managing sales (4).

Sales 149

Sales Hiring Sales Tools Sales Process 149

Anthony Cole Training

JANUARY 16, 2012

Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Leadership Training (2). managing sales (4).

Sales 196

Sales Hiring Sales Process Closing 196

A Sales Guy

SEPTEMBER 15, 2016

It’s how we build our pipelines. Jeb has written a killer book designed help you build a solid pipeline faster. If you want a bigger pipeline, this book can help you get it. 4) Sales Manager Survival Guide – David Brock. David has written the definitive guide to sales management.

Sales 83

Sales Pipeline Closing Management 83

Anthony Cole Training

DECEMBER 16, 2011

Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Leadership Training (2). managing sales (4).

Sales 181

Sales Hiring Sales Process Management 181

Anthony Cole Training

DECEMBER 12, 2011

Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Leadership Training (2). managing sales (4).

Sales 183

Sales Hiring Sales Process B2B 183

Anthony Cole Training

FEBRUARY 27, 2012

Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Leadership Training (2). managing sales (4).

Sales 159

Sales Hiring Sales Process B2B 159

Anthony Cole Training

OCTOBER 25, 2011

Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Leadership Training (2). managing sales (4).

Sales 181

Sales Hiring Closing Sales Process 181

Anthony Cole Training

MAY 16, 2011

Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Leadership Training (2). managing sales (4).

Business 185

Business Sales Hiring Sales Process 185

Anthony Cole Training

SEPTEMBER 24, 2010

Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Leadership Training (2). managing sales (4).

Sales 141

Sales Hiring Sales Process B2B 141