The Pipeline

FEBRUARY 3, 2012

Stored in Attitude , Business Acumen , EDGE Sales Process , Metrics , Productivity , Sales Success , Territory Alignment , execution. They say you can’t shrink your way to success, but perhaps there are situations in sales where you can. By shrinking your territories, strategically where it make sense.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

Anthony Iannarino

OCTOBER 24, 2019

Lack of Cadence : One of the reasons you might produce results that are less than what you need is because you lack an operating cadence for sales. There is no territory or account planning. There is no real focus on managing and leading the sales force from week to week, and from quarter to quarter.

Harvest 75

Harvest Territories Up-Sell Lead Rank 75

Jeff Shore

SEPTEMBER 12, 2018

And so, you know, hey, I’ll accept a 20% close rate because we’ve got the ability now to harvest so many you know, “leads,” and put them into our funnel, and we’re just gonna slash and burn through many of them because, you know, it’s not appropriate, and I can get down to those few that I can sell.

Top of Funnel 65

Top of Funnel Call-back Up-Sell Sales 65