Sales pipeline management: how to fix leakage
A big headache for sales managers and sales directors are pipelines full of opportunities that stall and don’t materialize, also known as leaky pipelines. This leads to inaccurate sales forecasts, missed targets and embarrassing moments with senior leadership. The reasons behind stale and leaky pipelines can be plentiful. And, without a structured sales process and focused coaching, the problem may never go away.
5 ways to shorten your b2b sales cycle
Shortening the sales cycle has become a priority for companies working with b2b sales in recent years. And rightly so, the more time that passes by, the more difficult it can become to close opportunities.
Sales process and sales methodology – what’s the difference?
Sales process and methodology sometimes get mixed up, which can become very confusing and costly. In order to maximize the effectiveness of a sales team, there can’t be any confusion between the two.
How mature is your sales team?
Imagine a sales person who was just hired for a B2B sales position. What type of sales organization will she be joining? Will she be treated to a full introduction program and learning the ropes from top performers? Will her sales manager assign realistic goals and dedicate time to coach her? Will she receive a steady flow of marketing qualified leads where there is already promising customer engagement?
Sales pipeline integrity
The funnel/pipeline is a key tool for sales people and managers to assess performance. It provides so many insights beyond knowing whether you will make your sales goals.
Should B2B sales people prospect?
Historically, sales people have been responsible for both generating new opportunities (prospecting) and closing deals in the pipeline (opportunity management). However, this stance is being challenged. Spurred on by the trend towards inbound sales teams, and the importance of adding more value during the sales process, the sales space is a buzzing with ideas on how organizations can manage their sales efforts more effectively.
