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“All Sales Problems Are Pipeline Problems….”

Partners in Excellence

“All sales problems are pipeline problems, and all pipeline problems are prospecting problems…… ” I was having a conversation with a really smart person. But I’m uncomfortable with this, I wish diagnosing sales performance issues could be that easy.

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Sales Tips: Quantity vs. Quality in Sales Pipelines

Customer Centric Selling

Some of the most creative selling was done to convince the manager that numbers would be made. As a sales manager I noticed something curious…. Sellers that made their numbers had fewer , more highly qualified opportunities in their pipelines. Of course, the problem was that most of the opportunities weren’t qualified.

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Flipping The Pipeline Value Pyramid

Partners in Excellence

Pipeline reviews and reporting are constant sources of contention between management and sales people. Most often the value of this activity is portrayed as the inverted triangle in this diagram. Managers are getting all the value! So what would happen if we changed our view of the Pipeline Value Pyramid?

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10 Key to Prospecting Success

The Sales Hunter

There’s nothing worse than having “prospects” in your pipeline just taking up your time but never becoming your customers. I’m a firm believer in having a fast moving prospecting pipeline that allows you to spend more time with fewer prospects. We have to think quality, not quantity! This is my rule.

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How Sales Reps Are Hitting Quotas Without Hitting the Streets

Sales and Marketing Management

Sales run through the phone, website or customer portal focused on the smallest opportunities and the long tail of lower-value accounts. And this dynamic has merely accelerated a long-term trend of B2B companies shifting their sales capacity from field-based to virtual models.

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Imagining A Year In The Life Of A New Salesperson….

Partners in Excellence

They may even have a few deals they attempt to manage themselves–but since they are new to the company, they are likely to struggle, their win rates are likely to be very low, the performance/contribution is expected to be very low. Months 3-6: As they emerge from the onboarding programs, they have to start building a pipeline.

Hiring 91
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8 Essential Elements of Virtual Sales Training

Allego

Almost 90 percent of sales have moved to a remote model since the pandemic began, according to McKinsey. And to make matters more complicated, many companies are either slowing their buying cycles or freezing them completely. Sales enablement professionals are on the front lines. Modernize Your Sales Enablement Approach.

Hiring 159