Understanding the Sales Force

DECEMBER 22, 2014

A pipeline with typical conversion ratios might have 12 Suspects, 6 Prospects, 3 Qualified and 2 Closable. I love the ready-to-use Baseline Selling version of Membrain for this purpose. From the exercise above, you should know how many opportunities are required for each of four stages of the pipeline.

Face-to-face 275

Face-to-face Commission Exercises Sales Qualified Lead 275

Understanding the Sales Force

MARCH 14, 2014

I write so much about sales Commitment that a Google search for my articles with commitment turned up 33,500 results! Most importantly, it''s a conversation, not a series of questions. In order to effectively apply a Consultative Selling approach, salespeople must have the strengths to support having a conversation like this.

Consultative Selling 253

Consultative Selling Training Conference Coaching 253

Understanding the Sales Force

SEPTEMBER 11, 2013

By the time training is over, they will rank in Google for a few dozen keywords in their market, have a few dozen followers on Twitter and have written a few dozen blog articles. I completely agree with the premise but the example is not a sales process as much as it is a set of metrics measuring conversion ratios. You need them both.

Lead Rank 283

Lead Rank Lead Scoring Hiring Hubspot 283