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

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The “Adrenalin Rush” Of Crises

Partners in Excellence

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.

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College Football Wagering and What It Has to Do with Sales

Braveheart Sales

While I was watching ESPN’s College Game Day, I heard Chris “The Bear” Fallica, who is a research producer and sports betting analyst for ESPN, make an observation about betting odds that was a revelation to me. You may be interested in the article I wrote about this topic: “Reduce the Fluffy Pipeline Syndrome.”. They wanna believe.

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I Don’t Want Your Stinkin’ CRM System

Partners in Excellence

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.

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Sales Targets – 2 Reasons You Won’t Hit This Year’s Target

Klozers

. 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.

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Freeing Up “Time To Sell” Is BS!

Partners in Excellence

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! Often, this falls to Sales Ops, Sales Ennoblement and Sales Management.

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These Are the 12 Best Sales Process Tips of All Time

Gong.io

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. It gave us one of the most shocking revelations yet: Successful and unsuccessful closing calls look the same.