sales pipeline management
Bigger Sales Pipelines - The Dangerous Truth
I usually get notified when new sales studies are published and I'm asked to link to those reports from my Blog.
Putting sales effectiveness in the hands of your salespeople… literally
From the beginning of my career, I’ve worked to understand and improve sales effectiveness. I’ve studied what makes sales teams fail and what makes them succeed. I’ve looked at sales strategy, sales management, sales process, sales methodologies and sales techniques, and studied their impact and best practices.
A closer look at your win/loss analytics
When the end of the year is just a few days away,what would you discover if you did a quantitative analysis of the data for every single deal that your sales people worked on during the year? What actions would you take to produce a different outcome as we turn the corner and begin anew?
What True Story Does Your Sales Pipeline Tell You about Your Business?
Yesterday I was looking at the dashboard in my new car and noticed that one of the gauges could be swapped out. There aren't any fixed gauges on this dash because the gauges, ranges and needles are displayed digitally. I can even change their color! The thing that caught my interest though, was the flashlight effect where the ticks to either side of the needle are brighter and bolder to draw attention to where the needle is pointing.
The Don Quixote Approach To Opportunity Assessment
Emerging salespeople typically believe that all business is good business and to an extent, I can understand this viewpoint. If you are trying to make a name for yourself, being put under pressure by your sales manager to get “runs on the board” and earn the respect of the more experienced and successful members of the team, it is difficult to walk away from any opportunity if you believe you have the remotest chance of winning it.
3 reasons you are wasting time on the wrong deals
Distractions. Noise. Feeling overwhelmed. We all face overflowing inboxes, distracting social media feeds and incredible demands on our time. Today’s B2B sales people are no exception – on the contrary, we are facing ever growing quotas while simultaneously needing to spend more and more time on administration and other non-sales related activities.
