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    sales pipeline management

    How to Qualify a Sales Lead Beyond the Ideal Customer Profile

    When qualifying sales leads, the first lens to look through is the Ideal Customer Profile (ICP). We discover whether potential prospects are the right size, in the right industry, and are located in the right geographical location. We might also have additional qualifying information, such as marketing data, like digital footprints from websites, and white papers they downloaded.

    by George Brontén

    How to Co-Sell with Channel Partners

    Channel partners provide a way for companies to not only bring their products to market, but to develop long-term profitable relationships that are beneficial to the maker, the seller, and the buyer. But we still have a long way to go to truly unwrap the potential of co-selling relationships with channel partners.

    by George Brontén

    Qualifying, a Primer

    I’ve been writing a series of posts about selling basics. Too often, we take for granted that people understand these. We toss the words around, assuming people understand what we are talking about, what it means, and how it works. In reality, people don’t understand. The link to the series is here. I’ll be adding more over the coming weeks.

    by Dave Brock

    Sales Pipelines, A Tutorial

    Recently, a reader wrote, asking a lot of questions about pipelines–what are they, why are they important, how do we leverage them, and so forth. At first, I was surprised by the question, I think of this as basic and fundamental to selling. As I reflected, I realized this is a bad assumption.

    by Dave Brock

    10 Best Practices for Prospecting

    Prospecting can be tough. We can do hard things. Let me give you 10 best practices that if you put them into play, I guarantee it will up your game.

    by Mark Hunter

    Exploding the 3x sales pipeline coverage myth

    One of the most unhelpful “rules of thumb” in B2B selling is the long standing and widely quoted myth that the benchmark standard when it comes to sales pipeline management is 3x quota coverage.

    by Bob Apollo
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