A Sales Guy

MARCH 4, 2014

A lot of love is given to the sales leaders, the CSO’s, the XVP’s of sales because they are high-profile, drive strategy and have tremendous formal authority. But, in the end I think more recognition and love needs to go to the sales manager. You can’t succeed without really good sales managers.

Sales 115

Sales Management Sales Leadership Sales Process 115

A Sales Guy

NOVEMBER 20, 2013

As sales leaders we have an obligation to be deliberate in our approaches to growth, change, innovation, revenue generation, team development and more. In the sales world, we need to go on more ride alongs, we need to listen to the sales people , we need to be deliberate in getting their feedback.

Sales Leadership 114

Sales Leadership Sales Sales Process Revenue 114

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 135

Sales Hiring Sales Process Pipeline 135

A Sales Guy

AUGUST 16, 2013

A company may get lucky and hire someone who naturally does this, or got the training in another job, but it’s a management responsibility to create the structure and discipline in the sales process. If management can’t be bothered to get their act together, can we really fault sales people/team? Sales Leadership'

Sales 121

Sales Management Sales Leadership Hiring 121

A Sales Guy

NOVEMBER 25, 2013

Is everyone making quota or a just a few bringing in most of the revenue? Do you currently have a structured sales process in place? How much do you expect your current market to grow in the next 1-3 years? Can you tell me about the product roadmap and how prepared are you to deliver on it? Can you share it with me?

Hiring 120

Hiring Sales Leadership Sales Sales Process 120

Anthony Cole Training

MAY 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).

Sales 165

Sales Management Hiring Sales Process 165

A Sales Guy

JULY 11, 2012

The place I see sales management fail the most (just behind hiring “A” players) is pipeline management. This failure has tremendous impact on revenue. It is sales leaderships job to be the grease that moves opportunities through the pipeline. This is especially true with first line managers.

Pipeline 116

Pipeline Sales Management Sales Leadership 116

Anthony Cole Training

FEBRUARY 3, 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 135

Sales Hiring Sales Process B2B 135

Anthony Iannarino

MARCH 17, 2020

Your plan needs to require massive action in response to the crisis that causes a loss or reduction of sales. There are only four ways to grow revenue, and you should use as many of them as possible, starting with selling more to your existing clients, communicating with them at a higher frequency, and making sure you retain them.

Sales 138

Sales B2B Pipeline Revenue 138

A Sales Guy

OCTOBER 13, 2016

Leadership should only be considering scaling if they can no longer grow or they anticipate they will no longer be able to grow in the current environment. (For For the sake of clarity, I’m defining scaling a sales organization as a fundamental restructure to accelerate revenue growth. New Products or Services.

Scale 126

Scale Sales Hiring Revenue 126

Anthony Cole Training

MARCH 25, 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 Hiring Sales Process B2B 120

A Sales Guy

APRIL 25, 2012

It may be a sales cycle issue. Does the product that’s NOT moving require a different sales process? Knowing when the market is changing and ensuring your organization is properly aligned to meet the shits can be all that’s need to keep revenue up, costs aligned and morale high. differently!

Sales 130

Sales Marketing Market Sales Tools 130

Anthony Cole Training

JUNE 20, 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 120

Sales Hiring Sales Process B2B 120

A Sales Guy

OCTOBER 16, 2012

To stop the cycle, sales leaders and the CEO need the discipline to spend Q4 focusing on the team and the organization in addition to Q4 revenue and closing out the year. What will the sales team be responsible for in the coming year including; revenue. revenue growth. margin/margin growth. partnerships.

Sales 117

Sales Closing Revenue Sales Process 117

Anthony Iannarino

OCTOBER 24, 2019

Going into the world and displacing competitors, creating new opportunities, winning those opportunities, retaining clients, and growing revenue isn’t easy under the best of circumstances, let alone adding to it unforced errors. You are supposed to line your process up with your theory about your buyer’s journey (or their buying process).

Sales 75

Sales Sales Process Closing Pipeline 75

A Sales Guy

AUGUST 3, 2012

This is where the sales rep or sales leader commits to a new set of quarterly numbers and initiatives. They need to put on paper and commit to the team how much revenue, margine, their average deal size, pipeline growth, etc.will be. The presenter must commit to their KPI’s.

Sales 115

Sales Business KPI Hiring 115

A Sales Guy

MAY 20, 2013

I almost NEVER have a EVP Sales, CEO, VP Sales say to me, we don’t have a pipeline review process, we don’t have a coaching process, we don’t have a sales process, everyone has those things, it’s how they execute them that comes into question. Are they getting the desired results?

Sales 119

Sales Pipeline Sales Leadership B2B 119