There's a problem with this, however. if you have the right number of deals in your funnel--but they aren't moving, then you just won't make your number. You can't just be moving deals into the pipeline or funnel, they have to be moving through the pipeline . This is generally called pipeline flow
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Dabrock voted on the following stories on BizSugar
Performance Metric Friday - Pipeline Flow/Velocity
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4822 days ago
Sales People, We Need To Be More Pushy!
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4823 days ago
It's important to be impatient with our customers. It's important to be pushy. We want our customers to be successful. We want them to start seeing the benefits to their business as soon as possible. As long as our focus is on the customer and helping them get the results they need to achieve, push
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Relationships And Partnerships
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4824 days ago
Developing relationships is important in sales, business, and life. While there is some overlap in how we develop relationships and developing partnerships, they are not the same. As sales professionals, I think it's important to be clear about what we are really trying to achieve. More importantly
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Patterns --- Are We Recognizing Those That Help Us?
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4825 days ago
If you are a sales manager or executive, you can leverage this concept of pattern recognition tremendously. There are analytic tools that help you understand patterns with your customers, your people and organizations.
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How Well Do You Understand Your Customer's Business?
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4826 days ago
We know our products, our competition, our companies well. But this isn't what counts for our customers--sure they want sales people who understand the products they sell, but what they really want is sales people that understand them--their companies and businesses.
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Performance Metric Friday--Ideal Pipeline Volume
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4829 days ago
One of the most important Pipeline/Funnel Metrics is Pipeline Volume. The key question Pipeline Volume answers is: Am I pursuing enough opportunities to make my goal or number? Without an understanding of Pipeline Volume, it's impossible to know whether you have enough opportunities, whether you ne
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Independent Sales Reps -- A Powerful Channel
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4830 days ago
I've been involved in a number of discussions about independent sales reps recently. They are a terribly misunderstood and under-appreciated sales channel. Independent sales reps can be a solution to coverage and market access challenges, but only if we leverage them in a way that makes sense.
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Imitation May Be A Sincere Form Of Flattery, But It's A Loser's Strategy
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4831 days ago
Customers really need more than imitators. They need innovators, they need leaders. Customers need suppliers who can help them look at their businesses differently.
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Selling Is The Easy Part, It's The Buying That's Difficult
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4832 days ago
Made Hot by: Big Business Boogaloo on August 13, 2011 2:53 pm
I asked him what concerned him most. He responded, with some frustration, The customer just can't seem to get their act together, they keep slowing down my sales process!
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My Name Is Not "Occupant Or Current Resident"
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4836 days ago
Given the tools and technologies available, it is unacceptable for any marketing or sales professional not to send a personalized email. The email must be addressed to the individual, not occupant (which is what using the bcc field does).
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