Pipeline and Sales Leadership - Hotel Sales Focus

Pipeline Movement [Sales Management Tip]

A Sales Guy

JUNE 28, 2012

The sales pipeline is the most important sales management tool there is. Everything happens in the pipeline, or at least it should. The sales pipeline is like the hard drive of a computer. The key to fast and efficient sales pipeline is preventing crap from clogging it up. Inaccurate data.

Pipeline

Pipeline Sales Management Sales Process

The Best Thing Sales Leadership Can do in 2012

A Sales Guy

JANUARY 2, 2012

The beginning of the year in sales always starts with a number. Sales leadership spends a lot of time going through plans, setting quota, preparing for Q1, looking at the pipeline, etc. The best thing sales leadership can do in 2012 is support the sales team. Then it moves to getting to the number.

Sales Leadership

Sales Leadership Sales Marketing Strategy Pipeline

Pipeline Movement – [Shitty Sales Management]

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.

Pipeline

Pipeline Sales Management Sales Leadership

Pipeline Movement [Bad Data]

A Sales Guy

JULY 2, 2012

This is a follow up to my post last week on moving things through the pipeline. Keeping deals and opportunities moving through the pipeline is one of the most critical parts of a sales leaders job. Sales teams have hundreds of active and inactive deals in the pipeline at any giving time. You can read it here.

Pipeline

Pipeline KPI Sales Closing

Why Your Sales Team Isn't Performing As Expected - Part 4

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? Chances are you won''t know for sure but you can describe the symptoms: Anemic pipeline. Sales taking too long. Can we be more consistent with our sales process?

Sales

Sales Pipeline Hiring Sales Leadership

6 Killer Individual Sales Stats to Measure Your Sales Reps

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

Sales Pipeline Sales Leadership Closing

Do You have Sales Deal DEBT? [Message to Sales Leaders]

A Sales Guy

JULY 10, 2013

And in sales, this means it has to be repaid the next quarter. When management asks the sales team to pull a deal forward, it leaves fewer deals in the pipeline for the upcoming quarter. It kills sales organizations. Just like real debt, there is a cost to debt and in sales it’s no different.

Sales

Sales Sales Leadership B2B Pipeline

3 Things Sales Leaders Must do to Stay in Sync with Their Sales Team

A Sales Guy

MAY 7, 2013

As much as the sales team needs to be accountable to sales leadership, sales leadership must be held accountable to the sales organization. Sales leaders need to do their own quarterly sales state of the union or business review for the sales team. They expect it will be GOOD.

Sales

Sales Sales Leadership B2B Sales Process

The Importance of a Sales Cadence and the 5 Critical Elements it Must Cover!

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

Sales Sales Leadership Cancellation Pipeline

S**t Happens – Why it’s OK Sales People/Leaders Miss Quota

A Sales Guy

APRIL 5, 2013

If you missed quota in q1, was it because the pipeline was too small? Uncategorized B2b quota b2b sales management sales insight Sales Leadership VP Sales' The problem is not knowing why failure happened. When goals are missed it’s critical to know why they were missed and what happened.

Sales

Sales B2B Sales Leadership Pipeline

Sales Managers, More Important than the Head of Sales?

A Sales Guy

MARCH 4, 2014

They spend more time with your sales people than anyone else in the company. They lead the pipeline review meetings. You can’t succeed without really good sales managers. Sales managers are like broadband connections. Sales managers connect the sales people to sales leadership.

Sales

Sales Management Sales Leadership Sales Process

I don’t give a S**t About Sales Status!

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. Status pipeline discussions need to go.

Sales

Sales Pipeline Management Closing

I Don’t Give a @#$& About Sales Status – [Message to Sales Managers]

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

Sales Management Pipeline Closing

4 Must Have Elements of a Sales Coaching Cadence

A Sales Guy

MAY 9, 2014

For the rest of the sales leaders, it’s less an issue of not knowing how and more of an issue of not doing it right. Most sales leaders treat coaching as an ad hoc exercise. They offer coaching during the pipeline meeting or during an impromptu meeting in their office. The pipeline meeting can be used for this purpose.

Sales

Sales Pipeline Sales Leadership Management

Will You Be Able to Recruit Good Salespeople in 2015?

Anthony Cole Training

MAY 20, 2015

At that time, I don’t think either one of us realized how true these predictions would be, and I certainly didn’t realize 1) how important Dave would be to our business at Anthony Cole Training Group and 2) how important he would become to the entire industry of sales and sales development. Reading it once again, I realize that there.

Hiring

Hiring Sales Pipeline Sales Leadership

13 Must Read Sales Books to Become a Badass Sales Person [Updated]

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. That’s what makes David’s book Sales Managers Survival Guide so valuable. 11) New Sales Simplified.

Sales

Sales Pipeline Closing Management

2013 The Year of the Lead!

A Sales Guy

NOVEMBER 27, 2012

There used to be a time when hiring a new sales person, throwing him or her a phonebook and saying hit the streets was adequate. We marveled at the sales people who, with nothing less than determination, a rolodex, a half-baked product and some spit and gum could build a great pipeline and drive business.

Sales

Sales Sales Leadership Hiring Market

Sales Success - SWN3

Anthony Cole Training

NOVEMBER 10, 2010

Sales Coaching (40). sales coaching skills (10). sales competencies (12). sales development (55). sales excuses (15). Sales Force (5). sales goals (29). sales improvement (22). Sales Jobs (5). sales leadership development (4). sales management (49). sales people (8).

Sales

Sales Pipeline Hiring Sales Process

Prevent the Drought of Summer Sales

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

Sales Pipeline Marketing Strategy Shopping

Sales Success - A Body @ Rest Stays At Rest Unless Compelled to.

Anthony Cole Training

APRIL 19, 2011

Sales Coaching (40). sales coaching skills (10). sales competencies (12). sales development (55). sales excuses (15). Sales Force (5). sales goals (29). sales improvement (22). Sales Jobs (5). sales leadership development (4). sales management (49). sales people (8).

Sales

Sales Hiring Sales Process Pipeline

Selling Your Way Out of a Crisis

Anthony Iannarino

MARCH 17, 2020

You might also have lost your discipline around creating new opportunities and building a pipeline. When new opportunities from existing and new clients are critical to your recovery, focusing on building a pipeline is the only way forward.

Sales

Sales B2B Revenue Pipeline

Selling Scared — The Death of a Sales Person

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. To lose their job. They are behind their peers on the leader board.

Sales

Sales Pipeline Management Sales Leadership

What You Don’t Know About Your Pipeline That’s Killing Your Sales

A Sales Guy

APRIL 16, 2014

What do your sales pipeline stages look like? Are they working, does your pipeline tell you what you need to know? If you’re like most sales organizations your pipeline stages are average. They do just enough for you to track sales, to manage opportunities and to provide a rough forecast.

Pipeline

Pipeline Sales Forecasting Sales Leadership

April Showers and Sales Results

Anthony Cole Training

APRIL 13, 2011

Sales Coaching (40). sales coaching skills (10). sales competencies (12). sales development (55). sales excuses (15). Sales Force (5). sales goals (29). sales improvement (22). Sales Jobs (5). sales leadership development (4). sales management (49). sales people (8).

Sales

Sales Hiring Closing Pipeline

What Contributes to Sales Success?

Anthony Cole Training

JUNE 22, 2011

Sales Coaching (40). sales coaching skills (10). sales competencies (12). sales development (55). sales excuses (15). Sales Force (5). sales goals (29). sales improvement (22). Sales Jobs (5). sales leadership development (4). sales management (49). sales people (8).

Sales

Sales Hiring Pipeline Sales Process

7 Great Coaching Tips for Great Sales Success

Anthony Cole Training

FEBRUARY 6, 2012

Sales Coaching (40). sales coaching skills (10). sales competencies (12). sales development (55). sales excuses (15). Sales Force (5). sales goals (29). sales improvement (22). Sales Jobs (5). sales leadership development (4). sales management (49). sales people (8).

Sales

Sales Hiring Sales Leadership Sales Process

13 Must Read Sales Books to Become a Badass Sales Person [Updated]

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. That’s what makes David’s book Sales Managers Survival Guide so valuable. 11) New Sales Simplified.

Sales

Sales Pipeline Closing Management

Achieve Greater Sales Success in 2012

Anthony Cole Training

JANUARY 5, 2012

Sales Coaching (40). sales coaching skills (10). sales competencies (12). sales development (55). sales excuses (15). Sales Force (5). sales goals (29). sales improvement (22). Sales Jobs (5). sales leadership development (4). sales management (49). sales people (8).

Sales

Sales Hiring Sales Process Sales Leadership

Sales Success? Evaluating the Why's and Why Nots

Anthony Cole Training

FEBRUARY 24, 2012

Sales Coaching (40). sales coaching skills (10). sales competencies (12). sales development (55). sales excuses (15). Sales Force (5). sales goals (29). sales improvement (22). Sales Jobs (5). sales leadership development (4). sales management (49). sales people (8).

Sales

Sales Hiring Sales Process Pipeline

Growing or Fixing Which is Your Focus?

A Sales Guy

JULY 8, 2013

free of charge for anyone who wants to solve a problem or pick my brain on sales, sales leadership, pipeline, hiring and firing, etc. ———— As far as office hours are concerned. I make myself available EVERY Wednesday from 12:00 to 1:00 MST. You name it, it’s your time.

B2B

B2B Sales Sales Leadership Business

Solve Problems NOT Symptoms

A Sales Guy

JUNE 18, 2012

If your deals are struck in the pipeline longer than they need to, is that the problem or the symptom. If your reps aren’t making quota, are they the problem or the symptom of shitty management. Is a poor close rate the problem or the symptom? Is crappy CRM the problem or the symptom. Are poor leads the problem or the symptom?

Pipeline

Pipeline Closing Management Sales Leadership

Top of the Heap in Sales Results

Anthony Cole Training

AUGUST 17, 2010

Sales Coaching (40). sales coaching skills (10). sales competencies (12). sales development (55). sales excuses (15). Sales Force (5). sales goals (29). sales improvement (22). Sales Jobs (5). sales leadership development (4). sales management (49). sales people (8).

Sales

Sales Hiring Sales Process Management

New Car Sales - We're Different - We have the KEYS

Anthony Cole Training

JANUARY 31, 2012

Sales Coaching (40). sales coaching skills (10). sales competencies (12). sales development (55). sales excuses (15). Sales Force (5). sales goals (29). sales improvement (22). Sales Jobs (5). sales leadership development (4). sales management (49). sales people (8).

Sales

Sales Hiring Sales Process Sales Leadership

Hey Salespeople: If This Isn’t In Your CRM, You’re In Trouble

A Sales Guy

FEBRUARY 6, 2017

Go look at EVERY deal you have in the pipeline right now. If you’re a sales leader, find the 10-15 biggest and most important deals in the pipeline scheduled to close this quarter and next quarter and see if the reps have documented why their prospects are looking to buy. It’s time to stop.

Sales

Sales Pipeline Closing Sales Process

5 Direct Sales Activities that Lead to Sales Success?

Anthony Cole Training

SEPTEMBER 24, 2010

Sales Coaching (40). sales coaching skills (10). sales competencies (12). sales development (55). sales excuses (15). Sales Force (5). sales goals (29). sales improvement (22). Sales Jobs (5). sales leadership development (4). sales management (49). sales people (8).

Sales

Sales Hiring Sales Process B2B

Sales Brewing?

Anthony Cole Training

MAY 1, 2010

Sales Coaching (40). sales coaching skills (10). sales competencies (12). sales development (55). sales excuses (15). Sales Force (5). sales goals (29). sales improvement (22). Sales Jobs (5). sales leadership development (4). sales management (49). sales people (8).

Sales

Sales Hiring Sales Tools Sales Process

Why Sales S(t)ink in the Summer

Anthony Cole Training

AUGUST 3, 2010

Sales Coaching (40). sales coaching skills (10). sales competencies (12). sales development (55). sales excuses (15). Sales Force (5). sales goals (29). sales improvement (22). Sales Jobs (5). sales leadership development (4). sales management (49). sales people (8).

Sales

Sales Hiring Sales Process Closing

10 Do's for Sales Management Success

Anthony Cole Training

SEPTEMBER 26, 2011

Sales Coaching (40). sales coaching skills (10). sales competencies (12). sales development (55). sales excuses (15). Sales Force (5). sales goals (29). sales improvement (22). Sales Jobs (5). sales leadership development (4). sales management (49). sales people (8).

Sales

Sales Management Hiring Sales Process

Getting to First Base - #5 Solution for Successful Selling

Anthony Cole Training

SEPTEMBER 10, 2010

Sales Coaching (40). sales coaching skills (10). sales competencies (12). sales development (55). sales excuses (15). Sales Force (5). sales goals (29). sales improvement (22). Sales Jobs (5). sales leadership development (4). sales management (49). sales people (8).

Sales

Sales Hiring Closing Sales Process

The Politics of Sales Success

Anthony Cole Training

FEBRUARY 27, 2012

Sales Coaching (40). sales coaching skills (10). sales competencies (12). sales development (55). sales excuses (15). Sales Force (5). sales goals (29). sales improvement (22). Sales Jobs (5). sales leadership development (4). sales management (49). sales people (8).

Sales

Sales Hiring Sales Process B2B

Drive Sales Success by Being Top 10%

Anthony Cole Training

JANUARY 23, 2012

Sales Coaching (40). sales coaching skills (10). sales competencies (12). sales development (55). sales excuses (15). Sales Force (5). sales goals (29). sales improvement (22). Sales Jobs (5). sales leadership development (4). sales management (49). sales people (8).

Sales

Sales Hiring Management Sales Leadership

Umbrellas Don’t Make it Rain

A Sales Guy

MARCH 21, 2012

When we we’re not making quota, when our numbers are down, when prospects don’t call us back, when the pipeline is getting thin, we believe the problem is the sales team? But, are the sales people really the cause ? We often see a correlation as the cause and when that happens we focus on fixing the wrong things.

Sales

Sales Pipeline Revenue Market

How to Replace 8 Ineffective Practices with Ones That Accelerate Growth

Anthony Iannarino

JULY 18, 2019

However, a little thing like skipping pipeline meetings that ensure you have enough new opportunities coming in leads to too few new opportunities. It is hard to hold the regular meetings necessary to ensure accountability for results, week after week, month after month, and quarter after quarter.

Sales

Sales Closing Operations Sales Process

Motivating the Average Sales Rep - Upcoming Webinar

Anthony Cole Training

MAY 20, 2010

Sales Coaching (40). sales coaching skills (10). sales competencies (12). sales development (55). sales excuses (15). Sales Force (5). sales goals (29). sales improvement (22). Sales Jobs (5). sales leadership development (4). sales management (49). sales people (8).

Sales

Sales Hiring Sales Process B2B

Pipeline Movement [Sales Management Tip]

The Best Thing Sales Leadership Can do in 2012

Trending Sources

Pipeline Movement – [Shitty Sales Management]

Pipeline Movement [Bad Data]

Why Your Sales Team Isn't Performing As Expected - Part 4

6 Killer Individual Sales Stats to Measure Your Sales Reps

Do You have Sales Deal DEBT? [Message to Sales Leaders]

3 Things Sales Leaders Must do to Stay in Sync with Their Sales Team

The Importance of a Sales Cadence and the 5 Critical Elements it Must Cover!

S**t Happens – Why it’s OK Sales People/Leaders Miss Quota

Sales Managers, More Important than the Head of Sales?

I don’t give a S**t About Sales Status!

I Don’t Give a @#$& About Sales Status – [Message to Sales Managers]

4 Must Have Elements of a Sales Coaching Cadence

Will You Be Able to Recruit Good Salespeople in 2015?

13 Must Read Sales Books to Become a Badass Sales Person [Updated]

2013 The Year of the Lead!

Sales Success - SWN3

Prevent the Drought of Summer Sales

Sales Success - A Body @ Rest Stays At Rest Unless Compelled to.

Selling Your Way Out of a Crisis

Selling Scared — The Death of a Sales Person

What You Don’t Know About Your Pipeline That’s Killing Your Sales

April Showers and Sales Results

What Contributes to Sales Success?

7 Great Coaching Tips for Great Sales Success

13 Must Read Sales Books to Become a Badass Sales Person [Updated]

Achieve Greater Sales Success in 2012

Sales Success? Evaluating the Why's and Why Nots

Growing or Fixing Which is Your Focus?

Solve Problems NOT Symptoms

Top of the Heap in Sales Results

New Car Sales - We're Different - We have the KEYS

Hey Salespeople: If This Isn’t In Your CRM, You’re In Trouble

5 Direct Sales Activities that Lead to Sales Success?

Sales Brewing?

Why Sales S(t)ink in the Summer

10 Do's for Sales Management Success

Getting to First Base - #5 Solution for Successful Selling

The Politics of Sales Success

Drive Sales Success by Being Top 10%

Umbrellas Don’t Make it Rain

How to Replace 8 Ineffective Practices with Ones That Accelerate Growth

Motivating the Average Sales Rep - Upcoming Webinar

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