Anthony Cole Training

AUGUST 9, 2013

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. However, the key to using the "marketing material" is timing in the sales process. It isn''t going to be the product or service.

Sales

Anthony Cole Training

SEPTEMBER 8, 2014

The various contributors always get me thinking and re-thinking about what I think I know about sales and sales management. This article was no exception, especially when they were writing about the sales process. According to Wikipedia - A sales process is an approach to selling a product or service.

Sales Process

Nuvho

APRIL 21, 2020

Great sales people: LISTEN to their customer’s needs, UNDERSTAND the best solution for that customer, PRESENT the proposal in a way that makes the buying decision easy and FOLLOW-UP and ASK FOR THE SALE. So do your sales processes support your sales team in each of these steps?

Sales Process

AskSuite

MARCH 11, 2024

How can you provide the best customer service in hotels during pre-stay ? As you can see, your hotel customer service is crucial to converting these online visitors into guests. Many articles talk about the customer service during stay, but what about the assistance provided before booking ?

Services

Anthony Cole Training

AUGUST 9, 2013

Predominantly, 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. However, the key to using the "marketing material" is timing in the sales process. It isn''t going to be the product or service.

Sales

Anthony Cole Training

OCTOBER 20, 2014

Despite the obvious confusion of how many “secrets” there really are to any kind of success, today I bring you THE ONE secret to getting your sales people to sell more, more quickly at higher margins. I have come to this realization based on my last 4 sales. If so, you’ll love our weekly audio Sales Brew and monthly newsletter!

Sales

Anthony Cole Training

JUNE 8, 2023

Their service and their sacrifice make them the best our nation has to offer. I am an admirer of all the brave men and women who serve in the armed forces. Lately, I have had the extreme honor to meet a few Navy Seals.

Services

Anthony Cole Training

OCTOBER 20, 2014

Today, I bring you THE ONE secret to getting your sales people to sell more, more quickly at higher margins. I will illustrate this “secret” based on my last 4 sales. For more information on executing the perfect sales process, call me directly today – but only if you are qualified – 513.226.3913. Guaranteed!

Sales

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). Intelligence?

Business

Hotel Speak

OCTOBER 10, 2024

By combining Cloudbeds’ innovative property management system (PMS) with STS Cloud’s robust event management and sales capabilities, hoteliers can prevent overbookings, optimize room and event inventory, and deliver personalized service to win more deals.

Events

A Sales Guy

OCTOBER 29, 2019

Using their amazing tool, it’ even easier to understand and align your sales process to a gap selling, problem-centric sales process. We used the process of buying a car as an example because it’s something everyone can relate to. What problems do your products and services solve for them?

Sales Process

A Sales Guy

MAY 3, 2020

A sales discovery meeting is by far the most important part of a sales process. There is no more important element to selling than the discovery process. You know, the part where they get to talk about their product or service. Process questions are critical to positioning your product or service.

Sales

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

Anthony Cole Training

NOVEMBER 19, 2012

They will uncover the appropriate information about money, the decision making process and they will certainly uncover the prospects ability AND willingness to undo any current relationships that might be providing a similar product or service as yours. This does not minimize the Closing DNA.

Closing

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

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).

Sales

Anthony Cole Training

OCTOBER 21, 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

A Sales Guy

JUNE 26, 2013

Gross margin is a part of the P&L statement and if you’re in sales it’s important to understand for both YOU and YOUR customers and prospects. Simply put, gross margin is the difference between the revenue a product or service creates and the cost of creating that product or service.

B2B

Anthony Cole Training

JUNE 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).

Sales

A Sales Guy

NOVEMBER 15, 2011

22% looking to improve sales reps productivity. 22% need to align the sales process with the customers’ purchasing. Oppportunities: 93% see product and service innovation as an opportunity. Challenges: 73% see changes in customer buying behavior as a challenge. 77% are feeling commoditization pressures.

Sales

Amadeus Hospitality

JUNE 5, 2024

This will foster greater agility and simplicity for hotels to capture business, ultimately improving operational efficiency and guest service quality. By incorporating sophisticated attributes such as room views, styles, bedding preferences, and more, Accor’s hoteliers can elevate the sales process to a holistic guest experience.

Sales Process

A Sales Guy

SEPTEMBER 15, 2015

It’s the stat that says most buyers are 60% through the sales cycle before they reach out to a salesperson. Good sales people don’t wait until a buyer needs their service or has a problem before they try and sell them. Good sales people create demand, they don’t react to demand.

Sales

A Sales Guy

OCTOBER 31, 2013

Structure is how the organization is set up, it’s; services, inside sales, outside sales, sales engineers, sales operations, sales enablement, etc. Structure comprises of the components that drive the sales strategy and allows for execution. Stop and take a good hard look at your processes.

Sales

Anthony Iannarino

SEPTEMBER 9, 2019

These and many other factors have made whatever might once have been a linear sales process more difficult to follow and maintain. Disclaimer : I would never suggest you go without a sales process. The post How to Avoid the Tyranny of Process by Becoming Agile appeared first on The Sales Blog.

Sales Process

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

A Sales Guy

SEPTEMBER 15, 2015

It’s the stat that says most buyers are 60% through the sales cycle before they reach out to a salesperson. Good sales people don’t wait until a buyer needs their service or has a problem before they try and sell them. Good sales people create demand, they don’t react to demand.

Sales

Social Tables

FEBRUARY 3, 2021

NEW Sales & Catering CRM Seamlessly manage and optimize group sales performance across your entire portfolio. NEW Client Services Get all the support you want for your events because we know hospitality matters. Mandy Marie Creative Mandy Marie Creative is a full-service design and planning company for weddings and events.

Events

A Sales Guy

DECEMBER 19, 2011

When a rep knows the value of their product or service, they know what type of leverage they have. Customers or prospects don’t invest in our product or service unless they have a need to. Knowing what a prospect or customer get’s from our product or service and the value it has in their environment dictates leverage.

Sales

A Sales Guy

JULY 15, 2019

Take a look at how you sell, look at the majority of your sales training, listen to your sales conversations, and it will become somewhat visible to you by the end of this post. Selling today and for the majority of the history of sales has been product-centric. It’s time we problem-centric sell.

Sales

A Sales Guy

DECEMBER 26, 2012

Hello Jim, I hope this message finds you and A Sales Guy well! The purpose of my email is to let you know that I think of you every day as I put your strategies/tactics to work in my sales process. As a sales coach, you have made a tremendous impact on my sales career.

Sales Process

A Sales Guy

OCTOBER 13, 2016

In these selling environments, education is a critical element in the sales process. The market is not educated on the product or service and therefore educating prospects is key. Sales teams put together with spit and glue can drive revenue to about 5 million, depending on the type of product or service.

Scale

A Sales Guy

JANUARY 13, 2014

It doesn’t matter what the sale or the purchase is, when we sell something or someone buys something change occurs. Therefore, if change is at the center of the buyer — seller transaction, what’s happening during the sales process? Good sales people are not uncomfortable calling out the elephant in the room.

Sales

Anthony Iannarino

DECEMBER 15, 2019

But sales success, even when played by a team, is individual. Poor Targeting : If you go all the way through the sales process with someone who can’t or won’t benefit from what you sell, you lost because of your poor targeting. The following is a list of the things that might cause you to lose a deal.

Sales

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

A Sales Guy

JANUARY 31, 2014

Technology has made it cheaper and faster to get in front of prospects, but somebody forgot to make sure you understood that what you say and how you say it wins the e-ticket ride to the next step in the sales process – OR NOT. CHYI Advantages: Service: 1) Defective rate?1‰. You know that. Stop being so lazy!

Sales

Anthony Cole Training

AUGUST 29, 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

Anthony Iannarino

JULY 14, 2019

Because they can’t secure a meeting, they accept a conversation on the phone and an emailed proposal and pricing as their sales process (something I am calling the new one-call close ). If you can’t sell the value of a meeting, then you can’t sell the value of the process. Essential Reading! Get my 3rd book: Eat Their Lunch.

Sales