What is the sales pipeline? A sales pipeline describes an approach to selling, founded on the underlying principles of the sales process. It describes the individual steps salespeople take from initial contact with a potential customer, or prospect, to qualifying that prospect into a lead, and further validating that lead into a sales opportunity followed ... Read Post

As a sales rep, it’s in your interest to accelerate the sales process. There are a couple of reasons for this. Firstly, the likelihood of a prospect becoming a customer decreases the more time they spend in the sales pipeline.  Secondly, a quicker close results in a lower cost per sale and greater profits. But ... Read Post

So I’m watching this movie with the kids called ‘The Odd Life of Timothy Green’. It’s about a couple who desperately want a child, but can’t. They spend an evening with a bottle of wine dreaming about their perfect child. The next morning a young boy who called himself Timothy, emerges from their garden with ... Read Post

Operational risk in Sales is a primary source of corporate financial risk — a result of inadequate sales process or pipeline opportunity inaccuracies. When Sales Management can increase the accuracy of the sales pipeline, risk is reduced. Here are three ways to reduce risk in  your pipeline: 1. Risk goes down by increasing the efficiency ... Read Post

Social media has changed the way buyers buy and sales reps sell. Traditionally, consistent and real-time communication amongst seller and buyer did not exist. With unprecedented use of Twitter, LinkedIn, Facebook, Google+ and so many more social networks, there is an opportunity to understand buyers like never before. Each and every day, your prospects are ... Read Post

There’s been a lot of talk in the last decade about the importance of the sales process—that series of steps a sale travels through from lead to close and beyond. For sales velocity and many other factors, a sales process is certainly vital. But how is a workable sales process evolved? A sales process should ... Read Post

Most people think that building better habits or changing your actions is all about willpower or motivation. But the more I learn, the more I believe that the number one driver of better habits and behavior change is your environment. Let me drop some science into this article and show you what I mean… Read Post

Thanks to social media and professional networks, today’s more informed, savvy, and frankly, empowered buyer has forever altered the buyer-seller relationship. The balance of power has titled in the buyer’s favor at the expense of many of us in sales. But as with any evolution or indeed a revolution, there are those that adapt and ... Read Post