On previous Friday's, I've written about Ideal Pipeline Volume, Flow/Velocity, … [Read more...]
Tag: Sales Process
Performance Management Friday -- Funnel Balance
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...]
Independent Sales Reps -- A Powerful Channel Posted on August, 2011
I've been involved in a number of discussions about independent sales reps … [Read more...]
Selling Is The Easy Part, It's The Buying That's Difficult Posted on August, 2011
I was reviewing a sales situation with a client. He knew exactly what he needed … [Read more...]
Relationships Don't Get You The Order! Posted on July, 2011
Before you misunderstand, relationships are very important in sales. If … [Read more...]
What Would Your Customer Say? Posted on July, 2011
A major part of what I do for a living is to help individuals and organizations … [Read more...]
Will That Be One Funnel Or Two? Posted on July, 2011
My post yesterday, The Death Of The Funnel, Long Live The Funnel, stirred up … [Read more...]
The Death Of The Funnel, Long Live The Funnel Posted on July, 2011
I’ve been reading a lot of articles, some from people who should know better, … [Read more...]
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