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What exactly is a sales pipeline? Having a precise answer to this question can spell the difference between success and failure for a sales team. Put simply, a sales pipeline is a precise expression of a company’s sales process. It consists of the individual steps taken by salespeople from the initial contact with a prospect, ...

What exactly is a sales target? It is an objective set for a particular sales rep or sales department, usually reflecting units sold or revenue over a specific time period. A sales target keeps sales management and the sales team focused on goal achievement. But did you know that there are several different types of ...

Clearly the traditional view of Marketing–simply being a lead generation engine, focused at the top of funnel–no longer holds true. Marketing has a rapidly evolving role that takes it much deeper into the buying process than ever before. Neil Rackham defines it like this: “The role of marketing in the consultative problem-solving sales is around ...

Without confidence you are twice defeated in the race of life – Marcus Garvey Confidence comes from clarity of thought. It comes from self-reflection and self-awareness, and also often comes from painful lessons learned. Confidence transmits itself quietly–not with bluster and noise but with an inner calm. Still waters run deep, and confidence built on ...

1. Your company’s Go-To-Market strategy is understood by your sales team. 2. Instead of staying at the back end of the pipeline frantically trying to get deals closed, most of your time is spent at the front end helping qualify early-stage opportunities. 3. Your company has evolved and clearly defined an ideal target customer profile, ...

Excerpted from the book Social Upheaval: How to win @ Social Selling Now, I know that many salespeople will balk at the very thought of being content creators. Many find writing difficult, if not almost impossible. The confidence many have in their oral skills evaporates the moment they are required to transfer their thoughts to ...

Henry Ford once remarked, “A business absolutely devoted to service will have only one worry about profits. They will be embarrassingly large.” It must be true given the sheer number of case studies and books that have been written on the subject. It seems that for a great many businesses, exceptional service has been a ...

Your company go-to-market strategy is the key driver of your business. For that reason it needs to be easily understood by both employees and target customers–hence it needs to be simple. It informs your positioning, messaging, marketing and how you sell. It actually informs which opportunities you pursue. A go-to-market strategy that has been well ...