Search / 21 posts tagged sales pipeline management

Successful Sales Pipeline Management Managing your sales pipeline is one of the key components of success. In this article we will give some helpful tips for doing this. ¶ Posted 20 November 2008 † Jerry Glynn § Sales ‡ Comments (0) ° Tagged: Business intelligence, sales pipeline, sales pipeline

Donal Daly, CEO of The TAS Group, wrote a great post (Early failure is better than late failure) on his company’s blog that is more than worthy of your consideration. (Disclosure: The TAS Group is a subscriber to ESR’s research.) In the post Donal discusses the not-often-enough-overcome challenge of

One question I hear from salespeople on a regular basis is: "what do I do after the initial meeting with the prospect to maintain contact and increase their interest?"  The question from their point of view is, "what do I say when I call them back?" read more

It's pretty difficult to conduct "business as usual" when the recent economic news has been anything but "usual." With the threat of recession looming on the horizon, new prospects have all but disappeared, existing customers are tightening their budgets for the coming months, and most of the 'low hanging fruit' has already been picked.

Desperate sales managers have been known to place a hot opportunity (based upon the salesperson's opinion) onto a forecast without any realistic probability of closure other than blind faith and happy ears. Since the manager is now operating on a wing and a prayer, he / she often will attaches their own enhancement spin to the forecast and fire it off to the next level in the hierarchy.

Building Your Sales Team This article describes the essential steps needed to establish a successful, motivated sales team through encouragement, motivation and trust. ¶ Posted 18 October 2008 † Jerry Glynn § Sales ‡ Comments (0) ° Tagged: business intelligence software, sales pipeline, sales

There is a question we like to pose to clients in our sales and sales management workshops. How often in your selling career have you been caught off guard by a loss involving an opportunity that you were convinced was yours? read more

"Move them forward or move them out." That's what I constantly preach about prospects in your follow-up file. This means if a prospect isn't moving closer to buying each time you speak, they're taking your valuable time. Keep in mind that you can make more money, but you can't make more time.

Hiring The Best Sales Team This article describes some of the most important aspects of choosing a new sales person to join your team. ¶ Posted 30 September 2008 † Jerry Glynn § Management ‡ Comments (0) ° Tagged: bi, business intelligence software, sales pipeline, sales pipeline management, sales

How much time and money do you devote to your company's sales pipeline? Think about the resources, the software, the meetings, the forecasting, the managing and measuring you do, and the time and effort you give it. If you're like most CEO's or VP's or sales managers, your sales pipeline is your life blood.