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 184

Sales Management Sales Process Business 184

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 189

Sales Management Sales Process Business 189

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 198

Sales Management Hiring Sales Process 198

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 120

Sales Process Sales Management 120

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 175

Sales Management Hiring Pipeline 175

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 200

Sales Management Sales Process Dining 200

SiteMinder

OCTOBER 5, 2022

Filling positions at a manager level, from general and assistant managers, to sales and front office managers, has always been a delicate and important task to get right. How to create your list of hotel manager interview questions. Interview questions to ask a hotel general manager and assistant manager.

Management 52

Management General Manager Hotels Sales 52

Demand Calendar

MARCH 6, 2024

Furthermore, we'll delve into the intricate dance of optimizing key commercial work processes—including the sales process, marketing campaign process, rate and availability update process, and reporting process—to achieve better outcomes and set a new standard for operational excellence in hospitality.

Sales Process 76

Sales Process Hotels Sales Operations 76

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

Hotel Business

MARCH 13, 2024

OTH Hotels Resorts (OTH), a Virginia-based hospitality ownership and management company with an asset portfolio valued at more than $775 million, has appointed James Hansen as the company’s new chief development officer. Prior to Hotel Equities, he served as VP, sales & marketing and asset manager for Kolter Hospitality.

Resorts 64

Resorts Sales Process Sales Hotels 64

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 159

Sales Management Hiring Sales Process 159

Hotel Business

OCTOBER 17, 2023

“Despite high-interest rates, inflation, elevated insurance premiums and widespread economic concerns, we were able to use our extensive database to help our clients with a successful exit,” said Steve Kirby, managing principal, Mumford Company. ” The post Mumford Company reports strong Q3 appeared first on hotelbusiness.com.

Sales Process 59

Sales Process Closing Pipeline Management 59

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

Sales 120

Sales Management Sales Process Hiring 120

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 185

Sales Management Hiring Business 185

A Sales Guy

OCTOBER 29, 2019

Lucid Chart and A Sales Guy teamed up to help layout the Gap Selling process and make it easier to leverage with your sales team. Using their amazing tool, it’ even easier to understand and align your sales process to a gap selling, problem-centric sales process.

Sales Process 70

Sales Process Sales Management Services 70

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 174

Sales Management Hiring Sales Process 174

Social Tables

OCTOBER 14, 2016

Whether you’re a planner or a venue sales professional, seating templates bring your potential client into the sales process at an early stage and works to help you close the sale. Dealing with seating charts for dinners, galas, and banquets is difficult, but managing a floor plan of 800 seated rows is nearly impossible.

Management 60

Management Events Sales Process Sales 60

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 182

Sales Process Sales Closing Hiring 182

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

Sales 149

Sales Management Hiring Closing 149

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

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

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 185

Sales Sales Enablement Sales Process Pipeline 185

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. Of course, as the business grows, sales leaders must implement a repeatable, scalable process to turn a trickle of income to a steady, predictable stream. What’s the secret to accelerating sales growth?

Sales 169

Sales Sales Process Closing Business 169

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

Lure Agency

AUGUST 23, 2022

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., Tammy says there are two distinct sales types: gathering and hunting. This is a big mistake.

Hotel Sales 52

Hotel Sales Sales Sales Process Hotels 52

Anthony Cole Training

JANUARY 6, 2022

One of the top challenges we discuss with sales managers and leaders is how to get their salespeople to start selling value and stop caving on price.

Sales 224

Sales Management Sales Process Business 224

STAAH

MAY 30, 2023

1) Hotel Channel Manager | Online Visibility: One of the most important tools for hoteliers to succeed in a hyper-competitive-looking environment is to maximize their reach and visibility online while keeping costs low. The importance of an online hotel booking engine is crucial to complete the sale process with your potential guests.

OTA 83

OTA Hotels Revenue Travel 83

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 205

Sales Sales Process Market Marketing 205

A Sales Guy

AUGUST 16, 2013

I’m a big fan of training, it’s true that most sales people wing it; they need structure and discipline in how to go about organizing their work. If management can’t be bothered to get their act together, can we really fault sales people/team? Sales structure, systems and discipline can help.

Sales 121

Sales Management Sales Leadership Hiring 121

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 181

Sales Hiring Sales Process Management 181

A Sales Guy

AUGUST 21, 2012

I don’t give a rats ass about a sales opportunities status and as a sales manager you shouldn’t either. ” Status is the lame update sales people share during the weekly pipeline meeting. Sales Manager – “Hey Bob, what’s the status on the Techform opportunity?

Sales 115

Sales Management Pipeline Closing 115

Hotel Business

APRIL 6, 2023

A well-run investment sales process creates competition and leverage for the seller, which provides the best available price, speed and certainty from potential purchasers. Trusted advisors manage the transaction process for a living, while most owners focus on creating value.

Sales Process 59

Sales Process Hotels Sales Market 59

Anthony Iannarino

JUNE 14, 2020

You need the following methodologies in B2B sales: frameworks for cold outreach, prospecting sequences , planning a sales call, creating value for your contacts and clients, a new sales approach built on compelling change, building consensus, controlling the sales process, gaining commitments, and negotiating.

Sales 104

Sales Sales Process B2B Pipeline 104

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 189

Forecasting Sales Pipeline Sales Process 189

SiteMinder

SEPTEMBER 18, 2022

And when Angélique Fagot, director of the hotel, discovered the platform at the FHT fair in Nice, she immediately understood the interest of associating the SiteMinder channel manager with the hotel management system (PMS) and the booking engine of Thaïs. Within days, SiteMinder was up and running and the hotel never looked back.

OTA 59

OTA Sales Process Sales Accommodation 59

A Sales Guy

JULY 7, 2014

If there is no tension in the sales process, you’re not selling. It’s part of the sales cycle. As a sales person, your job is not to reduce tension or avoid it but rather know how to manage it. Sales is not meant to be tension free, we’re creating change and change makes people nervous.

Sales Process 124

Sales Process Sales Management Closing 124