The Pipeline

FEBRUARY 13, 2017

They are guidelines not divine declarations, every day your process does not evolve in some way, is a day you fall behind. The market and out prospects continue to evolve, treating your playbook and process as though they are impervious to change will only lead to more work, and over time diminished results.

Lead Rank 219

Lead Rank Lead Scoring Guidelines Sports 219

The Pipeline

MARCH 15, 2013

Of course, you need to follow the government’s guidelines on whether your staff qualifies as independent contractors, but many do. Hire independent contractors. Independent contractors are on an hourly basis and can’t claim the benefits most employees do. Ditch the land-lines.

Hiring 281

Hiring Licensing Guidelines Government 281

The Pipeline

JULY 13, 2012

Set up guidelines for removing stale opportunities, leaving you to deal with only those that are viable. Of course the challenge is that if you take an opportunity out, you have to prospect to replace it; I guess it is easier to live with the clutter than to prospect for new opportunities.

Territories 257

Territories Pipeline Guidelines Account 257

The Pipeline

MARCH 23, 2017

As the article concludes, those selling organizations that can produce tools, guidelines and other things that simplify the buyer’s journey, will not only sell more, but have more loyal clients, leading to more cross and up sells. All things they could learn by spending a day (or few) with their buyers at work.

Buyer 185

Buyer Face-to-face Vendor Buying Cycle 185