Pipeline Management – Part 2: Managing Stages

Learn how to sell more by rigorously managing your pipeline of opportunities. Why is it that top performing sales people rarely struggle to achieve over-quota performance? Almost as by magic, these top performers have an abundance of qualified prospects which they easily convert to new orders, consistently exceeding their sales target every quarter - all … Continue reading Pipeline Management – Part 2: Managing Stages

Pipeline Management – Part 1: Terminology

Just as you can't manage what you can't measure. You can't measure what you can't define. Top performing sales professionals know that “closing the sale” is a result of the activities that precede it. Unfortunately, sales opportunities stall at various sales stages for a variety of reasons both within and beyond our control. Learn how … Continue reading Pipeline Management – Part 1: Terminology

Tips, Endorsements, Introductions, & Referrals

Not All Networking Leads Are Created Equal There is a lot of confusion about what actually constitutes a "referral" in business networking today. Just to be clear, the definition of a "lead" is simply the name of a prospective customer for your product or service without regard to whether they actually have a need or … Continue reading Tips, Endorsements, Introductions, & Referrals