Cost Per Opportunity
As the old saying goes, management gets what management measures. What would happen if you put some...
Posts about pipeline
Sales Process Vs. Sales Methodology
How consistent is your sales process? Does every sales person understand what they need to do to...
Two Great Sales Lessons From the Film Free Solo
A few weeks ago I was flying across the country, and was able to watch the Oscar-winning film Free...
Dog Days of Summer
Are you accepting excuses from your sales team during the dog days of summer? When the weather...
Questions Your Sales Leaders Should Ask Halfway Through the Year
Yesterday marked the end of June, which means if your company runs on a calendar year you've hit...
Is Your Sales Forecast Giving You A False Sense of Security?
How many people in your sales department would enthusiastically endorse your Customer Relationship...
Planning For 2014: 5 Things CEOs Must Focus On To Improve Sales
It’s the time of year when we take stock of where we are, and make plans for where we want to go....
6 Questions Your Sales Managers Hope You Won't Ask...
...About Their Sales Forecasts and Pipeline Reports
Many CEOs we work with either don't pay close...
Building a Profitable Sales Process - Qualify the Opportunity
Here's a radical idea - let's have your sales team qualify opportunities before you prepare a...
Building a Profitable Sales Process - Making Initial Contact
Continuing our series on 10 Steps to Building a Profitable Sales Process, this post will address...
Are Your Boring Sales Meetings Driving Growth and Change?
How effective are your sales managers at running a good sales meeting? How engaged are your top ...
Free Sales Seminar - The Ultimate Sales Call
There are only a few seats remaining for our upcoming free seminar, "The Ultimate Sales Call, Five...
Harvard Study Explains Why Sales People Talk Too Much
An article in today's Wall Street Journal caught my eye, "Science Reveals Why We Brag So Much." ...
Top 5 Mistakes Your VP of Sales Makes at Trade Shows
If you are the person who signs the checks (the President, CEO or business owner) for all of the...
Sales Leap Every Year!
What would your revenue look like if your sales team had one extra day to sell every year? This...
Focus on Sales Process, Not Outcomes
I recently finished reading Moneyball by Michael Lewis (I still look forward to watching the...
Focus on Sales Activity
I enjoyed reading another great post by Anthony Iannarino last week,
The Case for Activity Goals...
Sales Systems and Super Bowl Champions
What a great Super Bowl game last night! As a lifelong Green Bay Packers fan it was especially...
Sales Forecast Management - How Strong Is Your Revenue Pipeline?
How accurate are your sales forecasts? I met with a CEO last week who told me that when he cuts...
Are You Flying Blind?
I was in a conversation with a CEO last week asking questions about their sales organization, the...
Cold Calling all Brian's and Kevin's
Yesterday, in celebration of St. Patrick's Day, my new sales person sorted his prospect list to...
Are you committed to sales success?
Sales success is something every sales person is striving for. But in an environment where the...
Successful Prospecting
I missed my anniversary! On June 2, 2007 I wrote my first post for my B2B Sales Blog. And over the...
Qualifying Prospects
This week I've asked several discussion forums a few basic questions about how they qualify...
The Four Hidden Truths of Successful Closing
What could be more important than closing the sale? All of the cold calls,...
Turning Leads Into Prospects
The best way to turn leads into prospects is to help them identify compelling reasons to change....
10 Ways to Fill Up Your Sales Pipeline (without Cold Calling)
I saw a great presentation from Chet Holmes, author of The Ultimate Sales Machine, at the Gazelles...
Delayed Closings In Pipeline
The current economic environment creates the perfect opportunity for prospective customers to press...