sales pipeline management
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.
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.
8 Reasons to Be Excited about Our New Free Trial of Active Pipeline Management
If you’ve been paying attention, you may have noticed that we’ve been gradually rolling out free trials on all of our modules. A few weeks ago, we made the account growth module free for a limited time. Then we announced the prospecting module free trial was also available. And now, finally, the main event: We have made our core workflow, the active pipeline module, available to try for free.
What is a sales pipeline and why should you care?
Almost every sales professional uses the phrase “sales pipeline” at least several times a week. But if you ask a room full of professionals to define “sales pipeline,” you’re likely to get a roomful of different answers.
Forecasts are about the deals, not the number!
This is one of those topics I wish I could just put to bed and ignore–yet it keeps rearing it’s ugly head. We continue to get forecasting wrong, at least for complex B2B sales.
What problem is the customer trying to solve?
Pause for a moment. Look at your qualified pipeline. Start at the bottom. Can you identify the problem the customer is trying to solve? Or the opportunity they are trying to address?
