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

Hotel Business

OCTOBER 17, 2023

“Managing the nuances of the sales process, particularly in today’s challenging market, took extreme patience from all parties.” “Deals are still getting done, and our overall pipeline looks good for the remainder of this year and into 2024.”

Sales Process 59

Sales Process Closing Pipeline Management 59

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 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 189

Forecasting Sales Pipeline Sales Process 189

Anthony Cole Training

MAY 1, 2015

Keep a full pipeline. It’s a critical part of every effective sales process, and yet, sometimes that very discussion causes us to get “off track” and lose focus on the objective of the call. Welcome to this week’s Sales Brew about “The Money Problem” - overcoming the reluctance to ask the tough questions.

Sales 175

Sales Sales Process Pipeline Business 175

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 208

Sales Pipeline Hiring Sales Leadership 208

A Sales Guy

SEPTEMBER 28, 2012

The sole purpose of the pipeline or sales process is to move deals from contact to contract, from start to finish. Because the only way an opportunity to move through the pipeline is to work it and the only way to work it is to manage it through specific tasks. It’s to get them closed, win or lose.

Pipeline 113

Pipeline Sales Process Closing Sales 113

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

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 186

Hiring Sales Sales Process Pipeline 186

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 211

Sales Pipeline ROI Sales Process 211

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 171

Hiring Sales Sales Process Pipeline 171

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 198

Sales Management Hiring Sales Process 198

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.

Pipeline 114

Pipeline Sales Sales Process Business 114

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 63

Sales Pipeline Management Closing 63

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

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 181

Sales Pipeline Hiring Sales Process 181

Anthony Iannarino

MARCH 9, 2020

There are sales organizations with anemic pipelines and too few opportunities struggling to find growth. The more experience the salesperson has, the higher the likelihood that they have the skills necessary to create value for the prospective client early in the sales process.

B2B 103

B2B Sales Sales Process Intent 103

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 169

Sales Hiring Sales Process Pipeline 169

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

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 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. The key to improving your win rate , in good times and bad, is to improve your effectiveness.

Sales 138

Sales B2B Revenue Pipeline 138

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 181

Sales Hiring Sales Process Management 181

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 64

Sales Pipeline Marketing Strategy Shopping 64

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 181

Sales Hiring Closing Pipeline 181

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 137

Sales Hiring Sales Process Pipeline 137

Anthony Iannarino

OCTOBER 24, 2019

Outdated Approach : If your approach to sales is from 1988 (or even earlier), it is obsolete and of limited effectiveness. If your sales process and methodologies haven’t kept pace with the changes in the business environment, your results will suffer. There is no territory or account planning.

Sales 75

Sales Sales Process Closing Pipeline 75

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 136

Sales Hiring Pipeline Sales Process 136

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 168

Sales Hiring Sales Process Management 168

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

AUGUST 27, 2014

Conduct pre-call sessions to discuss what has to happen in the early stages of the sales process so that they can clearly DISQUALIFY the prospect. Conduct post-call debriefing sessions to make sure your sales person did everything they were supposed to do to DISQUALIFY the prospect. EPAS – Emergency Pipeline Analysis System.

Sales 178

Sales Sales Process Pipeline Hiring 178

A Sales Guy

JULY 7, 2012

The best sales people spend their time searching out problems and solving them. Problems cause the pipeline to get backed up. Problems keep processes from working the way they should. Problems keep our customers from growing their business. Problems keep us from closing the deal. Problems keep us from beating the competition.

Pipeline 111

Pipeline Sales Closing Revenue 111

A Sales Guy

SEPTEMBER 7, 2017

When do you prospect vs. follow up on existing pipeline opportunities? The best sales people build repeatable sales processes that increase their probability of being successful. Why do you call when you call? Are they the right times? Why do you write the emails you write? Are they the correct emails?

Sales 110

Sales Sales Process Pipeline Management 110

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 196

Sales Hiring Sales Process Closing 196

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 159

Sales Hiring Sales Process B2B 159

Anthony Iannarino

APRIL 18, 2019

They may die of old age, like the deal I noticed in one pipeline that had lived to the ripe old age of 1,732 days (almost five years old), a deal that was still in a forecast. While healthy deals tend to come with activity and energy, deals can also be weak and sickly, lacking energy and acting and failing to thrive.

B2B 96

B2B Forecasting Pipeline Sales 96

Anthony Cole Training

JUNE 5, 2015

E.g. “So, what’s in your pipeline?”. I will be referring to their responses in the next several articles but, for this moment, let me share with you what Dave Kurlan, President of Objective Management Group, sent me: Demo too soon in the sales process. Give up on contacting prospects several attempts too early.

Sales 175

Sales Management Hiring Pipeline 175

A Sales Guy

JULY 24, 2012

Sales Support (Insides Sales, Content Marketing, Technical Support, etc.). Existing Pipeline. Sales Investments. Sales person tenure (new reps vs established reps). Sales person account distribution. Economic Conditions. Government Mandates, Legislation etc. But they work.

Sales 113

Sales Sales Process Revenue Management 113