Much has been written (and spoken of) regarding the need for an accurate sales process—also known as sales pipeline management. Pipeline management means having your sales cycle from lead to close laid out in exact steps, each of which must be taken to obtain a successful sale. It might also be called “opportunity management.” Read Post

In order to succeed—let alone survive—the field of account management must be dynamic. This is now more than ever a fact, considering that the internet has become part and parcel of everyday life and business. Following right along, this modus operandi must also apply to contact management and contact management software. Read Post

One of the successful methods of forward-thinking companies is the isolation of the exact steps of their sales process, so that everyone involved in sales is “on the same page.” Sales reps know the next step of each sale, and managers can track the progress of sales as they go. The sales process is also ... Read Post

Real world Examples of Effective Sales Process Implementation Numerous forward-thinking companies have discovered the vital necessity of having and using a sales process. That is: isolating, understanding and establishing as policy the precise steps of a sale, from prospect to close. Without it, sales reps may be skipping vital steps and missing sales and management ... Read Post

The firm establishment of a sales process, closely reflecting specific real-world sales actions that move sales from prospect to close, is vital to a company’s smooth operation and expansion. But not only is such establishment needed for salespeople and sales managers—it is also quite important for other individuals and departments outside of immediate pipeline management. ... Read Post

How can you increase sales effectiveness? Sales is a difficult job. If you don’t believe it, try it sometime. Try sitting at that desk, knowing that the actions you take, the decisions you make, could mean the difference between a nice, comfortable income and minimum wage for the month. That the way you approach the ... Read Post

How important is it for a company to have an know its sales process? It’s not just important—it’s crucial to sales coordination, management and company expansion. A company’s sales process is the precise series of steps through which a sale passes, from prospect through to close. A sales process could also be referred to as ... Read Post

Exactly isolating your sales process—the precise steps taken by your sales reps from prospect to close—is crucial to your company’s operation, and represents the foundation for pipeline management. But once you have done so, how can you then use that data to focus sales attention and predict future sales? This is the essence of utilizing ... Read Post