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

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. If I were a senior sales executive I would demand specific metrics to measure my success in my role.

Sales 198

Sales Management Hiring Sales Process 198

Anthony Cole Training

JANUARY 30, 2012

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 159

Sales Management Hiring Sales Process 159

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! Let’s think about your relationship with your sales people.

Sales 200

Sales Management Sales Process Dining 200

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. Let me clarify.

Sales 185

Sales Sales Enablement Sales Process Pipeline 185

Anthony Cole Training

MAY 19, 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 168

Sales Management Hiring Sales Process 168

Lure Agency

AUGUST 23, 2022

Sales representatives are the lifeblood of hotels. 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., What does your sales structure need to look like?

Hotel Sales 52

Hotel Sales Sales Sales Process Hotels 52

Anthony Cole Training

OCTOBER 7, 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 185

Sales Management Hiring Business 185

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

JANUARY 13, 2014

Yes, the title, "Improve Sales Forecasting to Improve Sales Performance?" It remains a question despite the millions of dollars spent on CRM, sales force automation, training and hype. I read the white paper, and it clearly identified common problems with CRM tools such as SalesForce.com, ACT and other pipeline management tools.

Forecasting 189

Forecasting Sales Pipeline Sales Process 189

A Sales Guy

MARCH 4, 2014

They spend more time with your sales people than anyone else in the company. 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. They distribute the quotas.

Sales 115

Sales Management Sales Leadership Sales Process 115

Anthony Cole Training

SEPTEMBER 26, 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 174

Sales Management Hiring Sales Process 174

Anthony Cole Training

MARCH 23, 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 120

Sales Management Sales Process Hiring 120

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 Iannarino

MARCH 10, 2020

The idea that “sales is a numbers game” contains an absolute truth worth observing. In the past, for many sales organizations, increasing sales meant increasing sales activity. More salespeople were better than fewer salespeople, each additional sales rep expanding the amount of activity.

Sales 117

Sales B2B Sales Process Management 117

Anthony Cole Training

AUGUST 29, 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 149

Sales Management Hiring Closing 149

Anthony Iannarino

MARCH 9, 2020

There are sales organizations with anemic pipelines and too few opportunities struggling to find growth. Other sales organizations suggest that they can’t make their salespeople prospect and that they don’t know how to make their salesforce do the work of calling prospective clients to schedule meetings. Taylorism Taken too Far.

B2B 103

B2B Sales Sales Process Intent 103

Anthony Cole Training

JANUARY 19, 2015

Sales teams perform based on two inputs - effort and execution. If your sales team isn''t performing as expected, you must ask the question - Why? Sales taking too long. As a senior sales executive, your job is to get to the root of the problem and then begin the process of addressing/fixing the problem.

Sales 208

Sales Pipeline Hiring Sales Leadership 208

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. Define and explore new sales offers and solutions. Yup, I said it.

Pipeline 116

Pipeline Sales Management Sales Leadership 116

A Sales Guy

AUGUST 16, 2013

It’s a follow up to my post which, in a nutshell, I said sales people suck. ——————– “I agree sales people’s performance is not what it should be. If management can’t be bothered to get their act together, can we really fault sales people/team?

Sales 121

Sales Management Sales Leadership Hiring 121

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

DECEMBER 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?

Sales 181

Sales Hiring Sales Process Management 181

Anthony Cole Training

AUGUST 9, 2013

Your sales people are probably focusing on the wrong thing(s) when meeting with new prospects. The time sales people spend in training is spent on mastering the product and services key points to emphasize with prospects. Sales people must be able to do this. Additional resources: Evaluate your sales process.

Sales 205

Sales Sales Process Market Marketing 205

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 Iannarino

JULY 13, 2020

Before it is possible to list some of the best sales meeting topics, you must first determine the outcome of a sales meeting. If you are going to take your sales force out of the field and away from selling for an hour, that hour must provide them with something that improves their effectiveness. No more pushy sales tactics.

B2B 80

B2B Sales Sales Process Closing 80

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. I have come to this realization based on my last 4 sales.

Sales 201

Sales Sales Process Hiring Business 201

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

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

Anthony Cole Training

JANUARY 16, 2012

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 196

Sales Hiring Sales Process Closing 196

Anthony Iannarino

MAY 14, 2020

He had discovered that several people in the sales improvement business were conducting webinars, asking the participants to engage with them at the end of their presentation. He suggested that if the approach worked for what he called “sales gurus,” a term no one would embrace, salespeople should follow suit.

Sales 92

Sales B2B Market Marketing 92

Anthony Cole Training

FEBRUARY 9, 2015

My purpose for brining the Challenger Sale into this series is to tie the concept of Challenger Sales People to the overall discussion. The Challenger Sale by Dixon and Adamson is based on research covering hundreds of worldwide companies (Big companies covering all types of sales in all types of industries. Lone Wolf.

Sales 180

Sales Sales Process B2B Hiring 180

Anthony Iannarino

AUGUST 6, 2020

The following five demands are part of being a good and effective b2b sales leader. High Standards In Sales. Competent sales leaders are demanding leaders, raising the people’s standards, and serving as an example. Leading Sales Growth. A highly competent leader demands that everyone raise their standards.

Sales 106

Sales Sales Process B2B Management 106

Anthony Cole Training

JULY 21, 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 159

Sales Hiring Sales Process B2B 159

Anthony Cole Training

JANUARY 27, 2015

Getting introductions – Time and again, I have sales people tell me, “I don’t make cold calls.” Getting past a gatekeeper – This is usually one of the toughest situations in the sales process. The gatekeepers have their job – to keep sales people away from their bosses – and you have your job – get to their bosses (aka.

Sales 194

Sales Hiring Sales Process Management 194

Anthony Cole Training

JULY 16, 2012

Noel Wagner , director of talent acquisition at the Achilles Group responded with a comment: "It is a manager's job to develop their team or manage them out if they're not capable after being trained.". When we assess the sales group we use the Objective Management Sales Talent Evaluation. Thank you Noel.

Sales 168

Sales Hiring Sales Process Management 168