Anthony Cole Training

NOVEMBER 17, 2017

My wife Linda and I were recently in Columbia Maryland visiting family. While having a mid-afternoon lunch at Clyde’s I happen to see a “LifeLock” commercial on the bar TV. All I caught was the following caption:

Pipeline 132

Pipeline Sales Goal Sales 132

Anthony Cole Training

FEBRUARY 24, 2020

Especially, when you're not prepared to fill a vacancy, don't have a pipeline of candidates, or have an idea of what "better" means for your business. Recruiting new sales talent and hiring better salespeople are complicated and time-consuming processes.

Hiring 216

Hiring Sales Talent Consumer Pipeline 216

Anthony Cole Training

DECEMBER 3, 2020

Years ago, while attending the Objective Management Group International Sales Conference, Dave Kurlan, president of OMG, talked about how to effectively manage opportunities through the pipeline. He made the analogy that prospects are like fruit and vegetables in the produce section of your local grocery – they are all perishable.

Prospecting 168

Prospecting Conference Groups Pipeline 168

Anthony Cole Training

FEBRUARY 25, 2021

When you don't have a pipeline of sales talent to go to when making a hire, you can become desperate. You become desperate because you believe having someone in the role is better than a vacancy.

Hiring 160

Hiring Sales Talent Pipeline How To 160

Anthony Cole Training

JANUARY 30, 2019

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. What we find is that, often, it is due to ineffective qualifying and not asking for the prospects commitment to take action prior to presenting a solution.

Face-to-face 137

Face-to-face Pipeline Objections Prospecting 137

Anthony Cole Training

AUGUST 9, 2019

Especially, when you're not prepared to fill a vacancy, don't have a pipeline of candidates or have an idea of what "better" means for your business. Recruiting new sales talent is complicated and time consuming. In this article, Tony Cole discusses what to start doing and what to stop doing to upgrade your sales force today!

Hiring 146

Hiring Sales Talent Consumer Pipeline 146

Anthony Cole Training

FEBRUARY 21, 2019

They are: Weak pipeline. In this article, we discuss and identify the three main reasons why salespeople get duped into believing a specific opportunity will close and why some deals are not worth chasing. Failure to ask tough questions. Afraid to pull the plug.

Opportunity 150

Opportunity Pipeline Closing Sales 150

Anthony Cole Training

SEPTEMBER 11, 2017

This will allow us to tie our marketing efforts directly to a client management AND pipeline management system. We’ve had a long business relationship with them because they provide a great platform for all things that are digital marketing and associated data. One thing we will begin to take better advantage of is their CRM application.

Lead Generation 199

Lead Generation Leads Marketing Qualified Lead Opportunity 199

Anthony Cole Training

DECEMBER 5, 2019

Salespeople are often fooled that the opportunities in their pipeline are more qualified or closer to closing than reality suggests.

Tools 122

Tools Pipeline Closing Opportunity 122

Anthony Cole Training

JANUARY 13, 2014

I was on LinkedIn this morning and saw an ad which read, "5 Keys to Improve Pipeline Forcasting Accuracy and Reduce Revenue Risk!". I read the white paper, and it clearly identified common problems with CRM tools such as SalesForce.com, ACT and other pipeline management tools. A couple of things. Inspect what you expect.

Sales Forecasts 190

Sales Forecasts Forecasting Margin Incentives 190

Anthony Cole Training

JANUARY 23, 2019

In selling, properly qualifying a prospective buyer is crucial in order to move an opportunity through the pipeline and ultimately close in your favor. In this blog, we cover the 3 things to remember about all prospects and how to fully understand and qualify their motivation to make a change.

Conversion 150

Conversion Motivation Pipeline Buyer 150

Anthony Cole Training

AUGUST 11, 2017

How well can you relate to the following situations: producers not meeting sales expectations, there aren't enough opportunities in the pipeline, too few of the people are carrying the sales production load for the entire team?

Motivation 149

Motivation CRM Pipeline System 149

Anthony Cole Training

APRIL 17, 2013

You may be thinking that you don''t have that problem because you have a pipeline report. Based on that pipeline report, you begin to predict future sales. Pipeline reports are kind of the same way. But, imagine that you start paying attention to what drives the pipeline. Again, my question was met with silence.

Pipeline 195

Pipeline eBook Report Sales Cycle 195

Anthony Cole Training

MARCH 5, 2013

The "coaching", as a result of a pipeline report, is "Your pipeline doesn't have enough in it - you need to see more people.". Validity - What number of accounts were actually sold over the predicted sales cycle vs. the number of accounts reported in the pipeline?

ROI 211

ROI Pipeline Report Sales Cycle 211

Anthony Cole Training

MARCH 29, 2017

Even if you are not in “sales”, you’ve actually been in sales your whole life and you’ve had sales get stuck in the pipeline. You don’t think so. Well, let me provide a few examples to clarify.

Pipeline 120

Pipeline Examples Sales Closing 120

Anthony Cole Training

JANUARY 3, 2013

They are busy but they aren't making sales, they aren't moving names into the pipeline and are not moving prospects in the pipeline. Review each opportunity in the pipeline or funnel and conduct an EPAS - emergency pipeline analysis session.

Face-to-face 174

Face-to-face Sales Qualified Lead Pipeline Exercises 174

Anthony Cole Training

JANUARY 10, 2014

We have a sales activities tracking tool called Success Tracker, and internally, we use BASE to manage our pipeline. Additional resources: BASE – Pipeline Management. 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.

CRM 186

CRM Hiring Sales Qualified Lead Proposal 186

Anthony Cole Training

NOVEMBER 19, 2013

After you initiate this process, you will begin to fill your candidate pipeline just like your sales people fill their prospect pipelines. Once you take ownership of this process and you have a pipeline of candidates that are better than your current underperformers, you will be more likely to: Replace under performers.

Hiring 175

Hiring Pipeline Sales Talent Engineering 175

Anthony Cole Training

DECEMBER 5, 2014

Sales Forecasting - In today''s world that means pipeline. Just like your sales people need a pipeline of prospects, you need a pipeline of candidates. Management Tools: Data Gathering (on sales activities) - Paper and pen work just fine, so does an Excel spreadsheet.

Tools 196

Tools Sales Management Hiring Pipeline 196

Anthony Cole Training

MAY 1, 2015

Keep a full pipeline. Keep a full pipeline. The lack of an abundant pipeline puts pressure on us to work on low probability opportunities. Help them discover that low price may not mean lowest cost. Find prospects that place value on something besides just price. Look at why others are doing business with you.

Margin 120

Margin Pipeline Prospecting Follow-up 120

Anthony Cole Training

JANUARY 19, 2015

Chances are you won''t know for sure but you can describe the symptoms: Anemic pipeline. Can we improve our pipeline and forecasting accuracy? 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? Not closing enough. Sales taking too long.

Hiring 120

Hiring Decision Maker Forecasting Motivation 120

Anthony Cole Training

APRIL 23, 2014

Your pipeline doesn''t have enough opportunities in it; you need to get more opportunities into your pipeline. Feedback - Managers collect and review data/reports and then have a discussion with sales people that looks or sounds like the following: Your sales numbers are off; you need to close more business. You need more appointments.

Webinar Metrics 199

Webinar Metrics Report Follow-up Pipeline 199

Anthony Cole Training

SEPTEMBER 9, 2014

Knowing how much has been sold and how much is in the pipeline is a look back. If your president asked you what you thought would be in the pipeline in 6 days/weeks/months from now, what could you tell her? (The 80/20 rule may be a rule, but your numbers can be killed if you lose 1 or 2 sales people from the 20% side of the equation.).

Hiring 169

Hiring Sales Management Conference eBook 169

Anthony Cole Training

DECEMBER 2, 2014

As a rainmaker for Anthony Cole Training Group , I have a responsibility to keep an active pipeline of prospects. I agree that there IS a balancing act between the activities you have to do and/or manage to get opportunities into your sales pipeline. I made a choice. My point here is that you cannot ignore any of those activities.

Policies 189

Policies eBook Conference Groups 189

Anthony Cole Training

AUGUST 19, 2012

Pipeline volume. This person maintains a pipeline volume of 6 x the required sales results, updates their CRM information daily, grows book of business by net 10% a year while maintaining 90% of current client revenue. Look strictly at the results and outcomes they generate and use that to write your job post. Sales activities.

Hiring 160

Hiring Ideal Customer Profile SalesForce Retention 160

Anthony Cole Training

NOVEMBER 10, 2010

sales pipeline (1). Your pipeline. A robust pipeline gives you courage to ask for the decision. Call to action: Go to our website, download our post call debriefing form and then assess the quality of your pipeline. Once completed, call those in the pipeline just hanging around and get a decision. Sales Jobs (5).

Hiring 181

Hiring Ideal Customer Profile Sales Qualified Lead Banking 181

Anthony Cole Training

APRIL 1, 2013

Every firm we work with here at Anthony Cole Training Group uses some sort of sales pipeline application. There is one big problem - Sales Force Automation and Pipeline Management isn't working! Recently, while working with an international insurance firm, I was told that their tool had initially been very usefull and effective.

Lead Rank 190

Lead Rank Lead Scoring Insurance Insurance 190

Anthony Cole Training

NOVEMBER 19, 2018

And your pipeline is consistently 66% of what it is supposed to be and your average size sales is $10,000 instead of the anticipated $15,000. Your Question : “You came into ABC company with high expectations and a strong track record of success that we thought you would continue here.

Hiring 137

Hiring Face-to-face Coaching Report 137

Anthony Cole Training

AUGUST 19, 2012

Pipeline volume. This person maintains a pipeline volume of 6x the required sales results, updates their CRM information daily, grows book of business by net 10% a year while maintaining 90% of current client revenue. Look strictly at the results and outcomes they generate and use that to write your job post. Sales activities.

Hiring 136

Hiring Ideal Customer Profile SalesForce Retention 136

Anthony Cole Training

NOVEMBER 14, 2012

What will help you determine this skill set is to look at movement in the pipeline, look at your sales cycle and margins. Those sales people that qualify prospects, move prospects through the pipeline, have shorter sales cycles than those that don't qualify well and protect margins.

Hiring 186

Hiring Sales Qualified Lead Lead Rank InsideView 186

Anthony Cole Training

MAY 20, 2015

At some point, I sent him a request for some information on recruiting pipeline and in return he sent me a link to a blog article which you will see included below. It's about getting the right candidates into the pipeline, not getting lots of candidates into the pipeline. Reading it once again, I realize that there.

Hiring 120

Hiring Groups Licensing Pipeline 120

Anthony Cole Training

AUGUST 22, 2014

Yes. - “Was my pipeline where it needed to be?” My answer at the time of the presentation was yes. - “Did I talk about the time, money and resources that they would have to commit to move forward?” Yes, again. - “Was I talking to the decision maker?” It was OK, but when is it ever there. - “Did I do a pre-call plan?” So, what happened?

Decision Maker 180

Decision Maker Call-back eBook Follow-up 180

Anthony Cole Training

MARCH 6, 2014

o Building a consistent and reliable pipeline to accurately forecast future sales. . · - Those strategies often do not meet or exceed the expected outcomes for. o Consistent sales growth. o Minimizing the variability in success between the top and bottom. o Hiring new sales people that are far and away better than the ones they’ve exited.

SME 185

SME Hiring Conference Segment 185

Anthony Cole Training

APRIL 19, 2011

sales pipeline (1). Your pipeline. Sales Jobs (5). sales leadership development (4). sales management (49). sales management success (1). sales management training (4). Sales Manager (2). sales metrics (7). sales people (8). sales planning (1). Sales Presentation (7). Sales Presentations (17). sales problems (35). Sales Process (24).

Hiring 169

Hiring Ideal Customer Profile Webinar Metrics eBook 169

Anthony Cole Training

JULY 15, 2014

Remember, your main job is to qualify the prospect and you need to have a pipeline of enough qualified prospects so you can execute your strategy from a position of strength, not out of fear. And decide how you will respond differently the next time it happens. Be patient; it’s a process. Thanks for stopping by. Now, have a great day.

How To 198

How To eBook Call-back Course 198

Anthony Cole Training

MAY 9, 2012

Overall pipeline volume increases. Here are some thoughts: The number of performers that exceed 100% of the goal improves. The average production of each quintile of your sales team increases. The number of failed new hires should decrease. The on-boarding time for new hires shortens. Growth of business. Turnover decreases.

Hiring 198

Hiring Sales Management Ideal Customer Profile Compensation 198

Anthony Cole Training

APRIL 13, 2011

sales pipeline (1). What typically happens is that the pipeline gets depleted because the sales person has been closing business. If you want to eliminate the stress of "what do I do now that my pipeline is empty?", Sales Jobs (5). sales leadership development (4). sales management (49). sales management success (1).

Hiring 181

Hiring Ideal Customer Profile Webinar Metrics eBook 181