The Pipeline

OCTOBER 31, 2016

So, if you initiate an opportunity today, October 31, 2016, then on average, that opportunity will/should close on or around (a couple of days) January 31, 2017. So if one prospects and drives four new opportunities a week, they will have their one “right” opportunity each and every week.

Sage 120

Sage Sales Cycle Referrals Closing 120

Hyper-Connected Selling

DECEMBER 13, 2016

Of course, that is if I wasn’t desperately trying to find a prospect who was in their office so I could hit my year-end numbers or get a head start on my goals for the next quarter. It’s hard for a salesperson or entrepreneur to create business when the office is half empty and it seems like all of your prospects and customers are on holiday.

Networking 45

Networking Ideal Customer Profile How To LinkedIn 45

Hyper-Connected Selling

DECEMBER 11, 2018

I find that asking questions shows you are interested in, not interesting to, your prospect, client, friend, partner, spouse etc.” I started taking classes in 2017 during a sabbatical and I have kept at it.

Hiring 99

Hiring Top of Funnel Lead Rank How To 99

The ROI Guy

NOVEMBER 6, 2017

Buyers are looking for sales reps to be strategic partners and trusted advisors, yet prospects rate only 18% of sellers as measuring up to this new standard (USC, 2017). These are the top 3 top things he learned, all involving ways to improve your sales conversations for maximum effectiveness: It’s Not Me, It’s You!

Conference 11

Conference Sales Enablement Sage Decision Maker 11

DiscoverOrg Sales

JANUARY 20, 2017

Thirteen years ago, I sat down with a mentor who gave me some very memorable and sage advice. Get the full report: 2017 Growth Drivers Report: Unlock the Sales and Marketing Secrets of High Revenue Growth. These are prospects won in the trenches. In other words, shoot for the stars.”. appointments per month (or 4.2 of contacts.

Account Based Marketing 120

Account Based Marketing Company Cold Calling Outbound 120