AskSuite

JUNE 9, 2025

From understanding the traveler behavior patterns to tracking real-time booking trends across channels, advanced data analytics allows hoteliers to move from reactive to predictive management. Traditionally, hotel managers relied on spreadsheets and isolated PMS or booking reports to evaluate performance. Have you heard the news?

Operations 52

Operations Hospitality Upsell Sales 52

Hospitality Tech

JUNE 3, 2025

Under the new partnership, Highgate-managed properties have access to exclusive pricing and support teams for SONIFI’s full suite of solutions, including Wi-Fi, interactive TVs, streaming and free-to-guest programming. “Finding the free time to analyze each cost in a mountain of data is a real challenge.

Events 52

Events Operations Sales Revenue 52

Hotelier Magazine

MAY 15, 2025

Operationally, CEOs are doubling down on basics sales, process optimization, and contingency planning. Sales, sales, sales, Charania stressed, while Laport shared Concords revenue contingency strategies in case of downturns. Charania, operating within a family enterprise, is exploring partnerships to balance risk.

Real Estate 52

Real Estate Hotels Operations Sales 52

Amadeus Hospitality

MAY 5, 2025

In an industry where relationships drive revenue and speed wins deals, todays hotel sales managers arent just competing with other propertiestheyre competing with time. 70% of TimeGone to Admin According to Salesforces latest State of Sales report , sales professionals spend just 30% of their time actually selling.

Hotel Sales 52

Hotel Sales Sales Sales Process Events 52

Hotel Business

MARCH 11, 2025

Based in the companys New York City office, she will play a key role in the investment sales process with responsibilities spanning underwriting, client relations and transaction execution. Her career began with JLLs Hotels & Hospitality Group where she was part of the full-service investment sales team in New York.

Sales Process 64

Sales Process Hotels Sales Services 64

Anthony Cole Training

MAY 12, 2020

In today's blog post, we discuss the technique of going for the "No" early in the sales process. It may seem counterintuitive, but countless studies have shown that humans desire what they can't have.

Sales Process 332

Sales Process Sales Online Sales Hiring 332

Anthony Cole Training

APRIL 8, 2021

The most successful salespeople are always challenging and adapting their personal sales process to be more effective and increase sales. However, they don’t challenge the notion of the importance of making prospecting their "A" priority every week.

Sales 306

Sales Sales Process Management 306

Anthony Cole Training

APRIL 29, 2013

The conference is sponsored by Objective Management Group , a company that produces the #1 Sales Assessment tool IN THE WORLD. I am proud to say that, as part of our overall approach to providing critical sales and sales management solutions, we have represented this resource for 18 of the 20 years that we have been in business.

Sales 226

Sales Management Sales Process Business 226

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.

Sales Process 113

Sales Process Pipeline Sales Closing 113

Anthony Cole Training

JULY 25, 2024

As sales manager, business line leader, or CEO, is your team finding, qualifying and closing as much business as you think they should? Most say "No" when we ask that question, which means that something in your client outreach and sales process has to change. And that change, we believe, starts at the very beginning.

Sales Process 330

Sales Process Sales Closing Business 330

Anthony Cole Training

APRIL 29, 2013

The conference is sponsored by Objective Management Group, a company that produces the #1 Sales Assessment tool IN THE WORLD. I am proud to say that, as part of our overall approach to providing critical sales and sales management solutions, we have represented this resource for 18 of the 20 years that we have been in business.

Sales 204

Sales Management Sales Process Business 204

Anthony Cole Training

MAY 9, 2012

So what metrics do you use to measure you success as a sales manager? The average production of each quintile of your sales team increases. Critical conversion ratios improve in the steps of yours sales process. As you see, accountability and performance management isn't just for sales.

Sales 197

Sales Management Hiring Sales Process 197

Anthony Cole Training

SEPTEMBER 24, 2014

I’ve been trying to find a way to tie cooking to sales management. I love to cook (and eat) and I love selling and coaching sales management. Thus my attempt to find another way to explain concepts of sales management: COOKING! I think so… and I think the entire process requires a “recipe” for success.

Sales 227

Sales Management Sales Process Dining 227

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! managing sales (4). managing sales teams (18).

Sales 183

Sales Management Hiring Business 183

Anthony Cole Training

JUNE 5, 2015

As I continue to think about habits of sales people and the role of the sales manager in identifying, assessing and “correcting” habits, I keep looking for additional information that might be additive to this string of articles. Ike sent me a link to a survey that was done regarding the hunt for sales managers/directors.

Sales 189

Sales Management Hiring Pipeline 189

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! managing sales (4). managing sales teams (18).

Sales 172

Sales Management Hiring Sales Process 172

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! managing sales (4). managing sales teams (18).

Sales 157

Sales Management Hiring Sales Process 157

Anthony Cole Training

SEPTEMBER 8, 2014

I just finished reading a chapter from the book – Harvard Business Review on Strategic Sales Management. The chapter is “Understanding What Your Sales Manager Is Up Against” by Barry Trailer and Jim Dickie. This article was no exception, especially when they were writing about the sales process.

Sales Process 208

Sales Process Sales Closing Hiring 208

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! managing sales (4). managing sales teams (18).

Sales 165

Sales Management Hiring Sales Process 165

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. Bad sales stages or poor sales process.

Pipeline 112

Pipeline Sales Management Sales Process 112

Anthony Cole Training

AUGUST 9, 2013

Sales people must be able to do this. However, the key to using the "marketing material" is timing in the sales process. Notice anything similar in each of the first 5 steps in the sales process? Unfortunately, most of the time and effort spent training sales people is spent on "us" rather than "they".

Sales 242

Sales Sales Process Marketing Market 242

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. We have a sales activities tracking tool called Success Tracker, and internally, we use BASE to manage our pipeline.

Sales 200

Sales Sales Enablement Sales Process Pipeline 200

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! managing sales (4). managing sales teams (18).

Sales 147

Sales Management Hiring Closing 147

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! managing sales (4). managing sales teams (18).

Sales 195

Sales Hiring Sales Process Management 195

Anthony Cole Training

MAY 30, 2019

In this article, we offer solutions for your CRM system and provide 5 concrete steps in helping your salespeople improve their numbers and ratios so that a sales manager can more accurately identify choke points in the sales process.

Sales Process 136

Sales Process Sales Management 136

A Sales Guy

OCTOBER 29, 2012

How many times have you heard this: “Just because he or she is your best sales person doesn’t mean they should be promoted to sales management.” A sales person is killing it. They are the top performer for years and when a sales management position opens up, BOOM! they get the job.

Hiring 120

Hiring Sales Management Sales Process 120

Nuvho

APRIL 21, 2020

Many hotel and venue managers we speak to are frustrated. They keep experiencing low sales conversions and missed opportunities, and they are tearing their hair out wondering why their sales person or team is not performing. So do your sales processes support your sales team in each of these steps?

Sales Process 52

Sales Process Sales Hotel Sales Hotels 52

Anthony Cole Training

JANUARY 19, 2015

The companies who have had the most success with our programming have followed the process: Test, Train and Track. They have also adopted the Sales Managed Environment® and Effective Sales System as their own. Can we close more sales? Do our systems and processes support a high performance sales organization?

Sales 252

Sales Hiring Pipeline Sales Leadership 252

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! managing sales (4). managing sales teams (18).

Sales 211

Sales Hiring Sales Process Closing 211

Anthony Cole Training

JANUARY 13, 2014

I read the white paper, and it clearly identified common problems with CRM tools such as SalesForce.com, ACT and other pipeline management tools. And, because of these problems, there are challenges in the predictability of future sales. Sales people are more passionate about success when it has something to do with them.

Forecasting 204

Forecasting Sales Pipeline Sales Process 204

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. This is especially true with first line managers. I like how the book (The Challenger Sale) does this.

Pipeline 116

Pipeline Sales Management Sales Leadership 116

A Sales Guy

MARCH 4, 2014

They manage to the quotas. They sit next to, talk with and are closer to the sales people than any other person (role) in the company. Sales managers are the lynchpins to success in sales organizations. Sales managers are the key to a humming sales organization. They distribute the quotas.

Sales 115

Sales Management Sales Leadership Sales Process 115

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. Guaranteed! Did you like today’s post?

Sales 237

Sales Sales Process Hiring Business 237

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! managing sales (4). managing sales teams (18).

Sales 218

Sales Hiring Sales Process B2B 218

Anthony Cole Training

JUNE 6, 2012

As part of my visit I spent some time with Mark Trinkle, one of our sales development experts, during one of his sales training sessions for new hires. Our client has an 'immersion program' designed to help new hires get up to speed quickly in execution of their sales process and sales managed envirionment.

Sales 195

Sales Hiring Sales Process Management 195

A Sales Guy

JULY 30, 2012

The single most important element of account management and one of the most critical sales skills is proactivity. Yet, unfortunately, far too many farmers or account managers leave too much to reaction or reactivity. The great advantage to account management is your access to data. Manage them proactively.

Management 116

Management Sales Revenue Sales Process 116

Anthony Cole Training

MARCH 5, 2013

Predicting sales success is something that many companies attempt to do, but they still struggle with forecasting accuracy. Sales people see sales software as something only for management and finance. Sales managers let sales people make excuses for not putting in data or updating information.

Sales 247

Sales Pipeline ROI Sales Process 247