Partners in Excellence

OCTOBER 31, 2013

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! At it’s worst, sales people view it as a “Big Brother Is Watching Exercise.”

Pipeline 93

Pipeline Top of Funnel Revelation Sales Cycle 93

Partners in Excellence

DECEMBER 14, 2020

I revel in a crisis, I’m challenged and excited about tough problems. Show me a bad pipeline that we have to “fix” quickly, I roll up my sleeves and dive in. I have to confess, I’m a bit of an Adrenalin junkie. Talking to me about a critical deal where we must do something now, energizes me.

Revelation 70

Revelation Hiring Maximizer Strategy 70

Partners in Excellence

SEPTEMBER 19, 2013

Where else can you track what’s happening in your territory, progress in your deals, and your pipeline? You know management is going to ask for endless, mind numbing reports. With the CRM system, all you have to do is push are button, call up a standard report, send it to your manager–that is if you are using the system.

System 92

System CRM Revelation Territories 92

Partners in Excellence

NOVEMBER 13, 2019

Our dinner discussions were always interesting, deal reviews, pipeline reviews, talking about people problems, all sorts of things. I was reveling in the success a client was having, but she knows it’s at moments like this that I get overconfident. Some are CEOs, others are VPs of Sales or Marketing.

Revelation 83

Revelation Hiring Call-back Coaching 83

Partners in Excellence

JUNE 6, 2018

Clearly the flaw in this thinking is that while any one customer will spend a very small part of their time with a sales person, sales people must invest their time with lots of customers! For example, marketing and product management want to learn more about customers and how to better serve them.

Up-Sell 52

Up-Sell Revelation CRM Buying Cycle 52

Klozers

JUNE 5, 2014

. As discussed in our post on the Top 4 Reasons Companies Don’t Hit Them , many Sales Professionals simply, a) either do not know or do not employ basic selling skills, b) move something forward in their sales pipeline or c) move something out of their sales pipeline. 2) Change  or lack of it.

Revelation 48

Revelation Survey Social Media Guarantee 48

Gong.io

JUNE 19, 2018

If they talked about coaching for seven minutes, onboarding for four, and pipeline management for five, start the demo with the coaching use case. Get your sales manager on a call. Or your product manager. Or your product marketer. Don’t build up to a big reveal, rather, start with the best part.

Sales Process 103

Sales Process Cold Calling Call-back Cancellation 103