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 116

Pipeline Sales Management Sales Leadership 116

A Sales Guy

JULY 6, 2012

I talked about “bad data” in the pipeline the other day. An accurate close is at the heart of a strong pipeline. Lack of sales rep discipline, although just as damaging to the pipeline , is a much easier issue to fix. Your sales people and sales managers are not being disciplined in managing the pipeline.

Pipeline 111

Pipeline Closing Sales Sales Process 111

Anthony Cole Training

JANUARY 13, 2014

It remains a question despite the millions of dollars spent on CRM, sales force automation, training and hype. I was on LinkedIn this morning and saw an ad which read, "5 Keys to Improve Pipeline Forcasting Accuracy and Reduce Revenue Risk!". And, because of these problems, there are challenges in the predictability of future sales.

Forecasting 190

Forecasting Sales Pipeline Sales Process 190

Anthony Cole Training

JANUARY 10, 2014

But, clearly it has little or nothing to do with the execution of the sales process - from finding prospects to getting them to make a decision to buy from you. We have a sales activities tracking tool called Success Tracker, and internally, we use BASE to manage our pipeline. All that is critical for sales success!

Sales 185

Sales Sales Enablement Sales Process Pipeline 185

Anthony Cole Training

JANUARY 30, 2019

Facing stalls and objections throughout the sales process is a common occurrence for many salespeople. In this blog, we will cover the 10 common symptoms that suggest you may accept put-offs from prospects and how that is affecting the strength and quality of your sales pipeline.

Sales Process 138

Sales Process Pipeline Sales Closing 138

Anthony Cole Training

MARCH 5, 2013

Sales managers fail to provide meaningful feedback to the sales people. The selected system was created for finance instead of sales people. The "coaching", as a result of a pipeline report, is "Your pipeline doesn't have enough in it - you need to see more people.".

Sales 221

Sales Pipeline ROI Sales Process 221

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 222

Sales Hiring Pipeline Sales Leadership 222

Anthony Cole Training

OCTOBER 15, 2012

I just returned from a sales development program. The 8-Step Phone Process. Pipeline opportunities. Most, if not all of this, should have been covered during the onboarding process by the sales leader responsible for the individual sales people that attended the session. Getting Introduced.

Hiring 190

Hiring Sales Sales Process Pipeline 190

Anthony Cole Training

OCTOBER 15, 2012

I just returned from a sales development program. 8 step phone process. Pipeline opportunities. Most, if not all of this, should have been covered during the on-boarding process by the sales leader responsible for the individual sales people that attended the session. Getting introduced.

Hiring 177

Hiring Sales Sales Process Pipeline 177

Anthony Cole Training

MAY 9, 2012

The average production of each quintile of your sales team increases. Overall pipeline volume increases. Critical conversion ratios improve in the steps of yours sales process. The number of failed new hires should decrease. The on-boarding time for new hires shortens. Growth of business. Turnover decreases.

Sales 196

Sales Management Hiring Sales Process 196

A Sales Guy

FEBRUARY 9, 2014

Man, is knowing if a deal will close important to the sales world. It’s the center of every pipeline meeting, every executive conversation at the end of the quarter. Knowing if a deal is going to close is at the center of every opportunity discussion of every sales organization in the world.

Closing 117

Closing Forecasting Sales Process Pipeline 117

Anthony Cole Training

NOVEMBER 10, 2010

open ended sales questions (11). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1). sales assessments (8). sales attitude (21). sales attributes (1). sales candidates (7).

Sales 180

Sales Hiring Pipeline Sales Process 180

Anthony Cole Training

APRIL 19, 2011

open ended sales questions (11). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1). sales assessments (8). sales attitude (21). sales attributes (1). sales candidates (7). Your client.

Sales 167

Sales Hiring Sales Process Pipeline 167

Anthony Cole Training

DECEMBER 16, 2011

open ended sales questions (11). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1). sales assessments (8). sales attitude (21). sales attributes (1). sales candidates (7). Boom, done.

Sales 180

Sales Hiring Sales Process Management 180

Anthony Cole Training

APRIL 13, 2011

open ended sales questions (11). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1). sales assessments (8). sales attitude (21). sales attributes (1). sales candidates (7).

Sales 180

Sales Hiring Closing Sales Process 180

Anthony Cole Training

JANUARY 16, 2012

open ended sales questions (11). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1). sales assessments (8). sales attitude (21). sales attributes (1). sales candidates (7).

Sales 197

Sales Hiring Sales Process Closing 197

Anthony Cole Training

AUGUST 17, 2010

open ended sales questions (11). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1). sales assessments (8). sales attitude (21). sales attributes (1). sales candidates (7).

Sales 181

Sales Hiring Sales Process Management 181

Anthony Cole Training

AUGUST 27, 2010

open ended sales questions (11). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1). sales assessments (8). sales attitude (21). sales attributes (1). sales candidates (7).

Sales 154

Sales Closing Hiring Sales Process 154

A Sales Guy

JUNE 25, 2015

Salespeople do crazy things when too much emotion enters the sales process. Fear is a nasty emotion for sales people to contend with. To prevent fear from coming in the door, the best thing salespeople can do is build a solid pipeline. The best salve for the ailment of fear in sales is the pipeline.

Sales 114

Sales Pipeline Sales Process Business 114

A Sales Guy

MAY 11, 2012

How are you going to implement the new sales process? How are you going to build the pipeline? How are you going to do that? How are going to find the new employee? How are you going to save for your dream trip? How are you going to find your next customer? How are you going to build a good marriage?

Sales Process 116

Sales Process Pipeline Revenue Sales 116

Anthony Cole Training

JULY 21, 2010

open ended sales questions (11). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1). sales assessments (8). sales attitude (21). sales attributes (1). sales candidates (7).

Sales 154

Sales Hiring Sales Process B2B 154

Anthony Cole Training

AUGUST 2, 2010

open ended sales questions (11). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1). sales assessments (8). sales attitude (21). sales attributes (1). sales candidates (7).

Closing 169

Closing Sales Hiring Sales Process 169

Anthony Cole Training

JULY 16, 2012

It provides us and the company detailed information about the company's systems and processes that either hinder or help the sales effort. We learn about the strengths, weaknesses and skills of the sales people. You can manage, and lead them but coaching may not be your strength.

Sales 163

Sales Hiring Sales Process Management 163

Anthony Cole Training

MARCH 23, 2010

open ended sales questions (11). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1). sales assessments (8). sales attitude (21). sales attributes (1). sales candidates (7).

Sales 120

Sales Management Sales Process Hiring 120

Anthony Cole Training

FEBRUARY 24, 2012

open ended sales questions (11). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1). sales assessments (8). sales attitude (21). sales attributes (1). sales candidates (7).

Sales 138

Sales Hiring Sales Process Pipeline 138

Anthony Cole Training

JUNE 22, 2011

open ended sales questions (11). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1). sales assessments (8). sales attitude (21). sales attributes (1). sales candidates (7).

Sales 133

Sales Hiring Sales Process Pipeline 133

Anthony Cole Training

SEPTEMBER 10, 2010

open ended sales questions (11). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1). sales assessments (8). sales attitude (21). sales attributes (1). sales candidates (7).

Sales 185

Sales Hiring Closing Sales Process 185

A Sales Guy

APRIL 16, 2013

The greater the pain, the quicker the sale is made. The less pain that exists the slower the sales process is. Pipeline B2B Sales b2b sales advice b2b sales forecasting b2b sales insights forecasing Forecasting Sales Forecasting Sales Management'

Forecasting 118

Forecasting B2B Sales Sales Process 118

Anthony Cole Training

SEPTEMBER 24, 2010

open ended sales questions (11). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1). sales assessments (8). sales attitude (21). sales attributes (1). sales candidates (7).

Sales 157

Sales Hiring Sales Process B2B 157

Anthony Cole Training

FEBRUARY 27, 2012

open ended sales questions (11). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1). sales assessments (8). sales attitude (21). sales attributes (1). sales candidates (7).

Sales 154

Sales Hiring Sales Process B2B 154

Anthony Cole Training

DECEMBER 14, 2011

open ended sales questions (11). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1). sales assessments (8). sales attitude (21). sales attributes (1). sales candidates (7).

Sales 163

Sales Hiring Sales Process B2B 163

Anthony Cole Training

MAY 16, 2011

open ended sales questions (11). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1). sales assessments (8). sales attitude (21). sales attributes (1). sales candidates (7).

Business 185

Business Sales Hiring Sales Process 185

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

SEPTEMBER 26, 2011

open ended sales questions (11). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1). sales assessments (8). sales attitude (21). sales attributes (1). sales candidates (7).

Sales 169

Sales Management Hiring Sales Process 169

Anthony Cole Training

FEBRUARY 6, 2012

open ended sales questions (11). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1). sales assessments (8). sales attitude (21). sales attributes (1). sales candidates (7).

Sales 195

Sales Hiring Sales Leadership Sales Process 195

Anthony Cole Training

FEBRUARY 25, 2011

open ended sales questions (11). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1). sales assessments (8). sales attitude (21). sales attributes (1). sales candidates (7).

Sales 181

Sales Hiring Sales Process B2B 181

Anthony Cole Training

OCTOBER 25, 2011

open ended sales questions (11). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1). sales assessments (8). sales attitude (21). sales attributes (1). sales candidates (7).

Sales 180

Sales Hiring Closing Sales Process 180