sales-pipeline-quantity-or-quality 
Partners in Excellence
SEPTEMBER 9, 2019
Many of you would say, Quality. I look at hundreds of pipelines every year. Based on the majority of those pipelines, one would think the obvious answer is “Quantity!” ” The mantra of too many managers is, “Fill your pipelines, you need at least 3 times coverage! You would be partly right.
Janek Performance Group
APRIL 17, 2024
In B2B sales and marketing, companies employ various strategies to drive growth and expand their client base. Here, we’ll explore the role of BDRs, the pros and cons, and best practices to utilize them effectively: The Role of BDRs Typically, BDR is an entry-level position in larger, more complex sales organizations.
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The Pipeline
JULY 7, 2021
Want to split a room of salespeople, just ask if “sales is a numbers game or not?” Full disclosure, I came from the sales is a numbers game camp. While it is safe to say I have evolved, I have not abandoned my “sales is a numbers game” friends. But as is the case when we evolve, one can emerge with a third, better alternative.
No More Cold Calling
MARCH 5, 2020
Your customers are your best source of qualified sales leads. “If One of the first things I ever wrote about was enrolling your clients as part of your sales team. Quality Trumps Quantity. You need more qualified sales leads. It’s time to think beyond yourself and those in your company as part of your sales team.
No More Cold Calling
APRIL 3, 2020
We see deals in our sales pipeline postponed or disappearing. Sales leaders: Lead generation must be your primary focus. What do businesses typically do when clients stop buying and the sales pipeline dries up? If You Freeze Up, So Does the Sales Pipeline. So, what do you do? You take action.
No More Cold Calling
OCTOBER 1, 2021
I’m embarrassed by the bad sales behavior that blasts us every day. Obviously, I’ve never been a fan of cold calling, but now the uninvited sales pitches are multichannel. LinkedIn invitations to connect from people who immediately send you a sales pitch. Companies are betting on quantity. Rude, rude, rude sales behavior.
The Pipeline
OCTOBER 9, 2017
It is easy to see why people in sales, at all levels, are infatuated by speed, or as the hipsters say, velocity. You have a specific target, with a defined time line, or more accurately, an end point, which drives many to approach sales like they were the winners of a local grocery store contest. Not so in sales.
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