The Pipeline
NOVEMBER 7, 2016
We use an Activity Calculator tool, that helps sellers and managers to optimize this process, but only if they A) know the inputs; B) don’t lie to themselves about the numbers they don’t track or know, ( e-mail me if you’d like to try it and use it ). Save that for January, when you abandon your New Year’s resolution.
The Pipeline
SEPTEMBER 25, 2013
I often ask the cold calling is dead crowd, what advice they would give a young and/or new territory rep, new to a copier, transport, wireless, telco, MRO, or other similar company, not the 10 years veteran, but brand new rep: cold call or not? To exclude one, is to limit your success. Just like they used to. What’s in Your Pipeline?
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SBI Growth
SEPTEMBER 29, 2012
However, there are a few things to keep in mind before you start: Win-Loss Interviews are typically part of a larger, complex initiative such as Sales Process or Account Segmentation. Win-Loss interviews should be led by an impartial third-party, not the Sales Rep. Be valuable to Product Management.
SBI
JANUARY 8, 2013
As my friend Jim Banks of Shadetree Technology likes to say, “Conversations are the ball-bearings that move deals through the sales process.” If customer-centric selling is about authentic, value-add sales conversations, how on earth could it be considered ‘dead’. Conversations matter most, and the more meaningful the better.
SBI
NOVEMBER 27, 2012
I firmly believe that for many sales organizations, CRM as we know it today is not and never will be an efficient use of a sales rep’s time. If your sales organization is highly mobile, CRM may no longer be the best tool. Author, Nancy Nardin is the foremost expert in sales productivity tools.
Jonathan Farrington
NOVEMBER 24, 2012
They know that the more efficient they can be in communicating with prospects, the more productive they will be at advancing the sales cycle. There is a new breed of sales tools emerging that leverages massive advances in mobile technologies to convert these expectations and desires into hyper-efficient sales.
Jonathan Farrington
APRIL 26, 2013
Sales organizations, particularly those in Small and Medium Enterprises(SMEs) are beginning to develop sales processes that are focused on light-weight activities and transactions, highly streamlined data entry, and real-time visibility into field activities.
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