Our goal as sales people is to help our customers move through their buying … [Read more...]
Tag: Sales Process
Performance Management Friday -- % Of Opportunities Advanced
What's Next? Do You Really Have A Deal Strategy? Posted on October, 2011
I must review hundreds to thousands of deals every year. Often, sales people … [Read more...]
Where's "The Decisionmaker?" Posted on October, 2011
That's the $64K question for all sales people. Who's the decision-maker and how … [Read more...]
When Do You Stop Qualifying? Posted on October, 2011
Today I was asked the question, "Do you have to keep qualifying through the … [Read more...]
Critical Closing Skills Posted on September, 2011
Every once in a while a sales manager calls me, "I have a sales person who can't … [Read more...]
The Meeting Posted on September, 2011
You've spent all this time trying to get through to the prospect. You've … [Read more...]
Performance Management Friday -- Funnel Balance Posted on September, 2011
On previous Friday's, I've written about Ideal Pipeline Volume, Flow/Velocity, … [Read more...]
Performance Metric Friday - Compressing Your Sales Cycle Posted on August, 2011
Last week, I wrote about Pipeline Flow and Velocity. A good measure of the flow … [Read more...]
Performance Metric Friday - Pipeline Flow/Velocity Posted on August, 2011
This is the second in my continuing series on Personal Performance Metrics. … [Read more...]
Patterns --- Are We Recognizing Those That Help Us? Posted on August, 2011
Our lives are dominated by patterns--some of them are habits. Patterns are the … [Read more...]
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