Six Simple Steps to Pipeline Predictability

Six Simple Steps to Pipeline Predictability

It’s very common for companies we work with to have a pipeline management and review process in place. It’s also very common for us to find that the process is broken. It’s important that management keeps salespeople focused on the right activities to move deals through the pipeline. Here are some good ideas to help.

Some Facts:

I reviewed data on 417,000 salespeople from the OMG (Objective Management Group) database, and discovered that 41% of these salespeople are not following a predictive sales process! And only 54% are adequately CRM savvy!

Just following a process and using CRM isn’t enough, of course. […]

The Mind of a Champion

The Mind of a Champion

I was watching the final round of the 2017 British Open this weekend with my college-age son. We both were truly impressed by, the winner, Jordan Spieth’s incredible come back from, as my son put it, “a not great start.”

An unbelievable save

If you missed it, Spieth hit his final round tee shot 100 yards right of the fairway on 13. The ball landed in a terrible spot, and Spieth had to take relief for the unplayable lie. Amazingly, he only bogeyed the hole, but it took him out of the tournament lead by a stroke. I apologize if you’re not […]

First Comes Vacation – Then Comes Sales Slump. NOT!!!

First Comes Vacation – Then Comes Sales Slump. NOT!!!

Memorial Day is right around the corner. While the seriousness of this holiday recognizing the men and women who serve in the United States armed forces, especially those who have made the ultimate sacrifice, should not be taken lightly, the weekend has also come to unofficially mark the start of summer.

Readying for retreat

Depending on what part of the country you live in, Memorial Day also signals that the school year is either over or will wrap up in a few weeks and vacation season will get into full swing. For those of us in sales, vacations lead to prospects vanishing […]

Sales and The Need to Purge

Sales and The Need to Purge

When was the last time you did some purging in your professional life, or personal life for that matter? There’s a reason I wonder. Recently, I helped both my mother and mother-in-law move. Each had accumulated over the years both great personal treasures and a lot of junk. Faced with helping them get rid of what they no longer needed (or perhaps ever needed), I reflected deeply both about the value of things, and eliminating things. And while I carried boxes, packed treasures and discarded junk, I realized that the process was completely applicable to the world of sales and […]

Capitalize on the Trends Redefining Selling

Capitalize on the Trends Redefining Selling

I had the privilege recently of speaking at the 2017 Barnes Buchanan Security Conference on the topic: Capitalize on Trends Redefining Selling in the Security Industry. As with many industries, competition and customers’ buying habits continue to influence the security industry marketplace. But, no matter what industry you’re selling in, here are some lessons to learn from the situation and my presentation.

Sly competition from outside companies

The Security Industry is facing many new “wily” competitors in the form of cable companies and internet providers who are now offering security services in addition to entertainment and broadband access. These companies don’t necessarily […]

Common Sales Problems And How To Avoid Them

Common Sales Problems And How To Avoid Them

Recently, Gretchen Gordon was interviewed as part of the KiteDesk.com “Expert Interview Series” by the company’s Chief Marketing Officer, Eric Quantrom. They discussed common sales problems and how to avoid them, covering such topics as:

How sales organizations can stand out in incredibly competitive and saturated markets
How to determine what an individual’s needs are, so they can best be solved
Ways to stay focused and productive in a digital environment
And more…

You can read the full interview here…

KiteDesk is sales automation provider for B2B sales teams. They bring smarter sales development using the most accurate Internet research technologies and databases […]

Is Your Pipeline a Pipe Dream? How to Tame Your Sales Pipeline

Is Your Pipeline a Pipe Dream? How to Tame Your Sales Pipeline

I facilitated a Sales Swap Meet™ this week with a collection of business owners.* If you aren’t familiar with a Sales Swap Meet, it is where business owners and CEOs bring their questions, concerns, and problems regarding their sales organization and swap them for ideas, suggestions and answers.

The topic we spent the most time on was what to measure and how to measure it. I thought I would recap for you what we discussed since it is of high importance for any business. What I heard was that the majority of the folks keep track of a pipeline and some […]

How to Use the Math of Success to Boost Your Team’s Sales Results

How to Use the Math of Success to Boost Your Team’s Sales Results

A friend and colleague pointed out to me that I frequently refer to the Math of Success in sales when I write, but I don’t have one article dedicated to the topic. Well here you go, an entire article dedicated to the magical Math of Success. You can download a worksheet template to use with your sales team and put this into practice immediately. This is the Sales Manager’s remedy for having to nag salespeople to do more, get more appointments, send more proposals, and close more business.

You have probably heard the phrase “sales is a numbers game.” Well that […]

Do Not Be Confused: Sales Activities Do Not Replace Sales Results

Do Not Be Confused: Sales Activities Do Not Replace Sales Results

I have written a bunch about the need for sales managers to hold their salespeople accountable to certain behaviors. As a matter of fact, it is essential that there be an agreed-upon sales activity plan which the salesperson has agreed to be bound to and which the sales manager has agreed to hold them accountable to. The accountability piece is essential in improving sales effectiveness.

We first have to set the standard of activity. Once the salesperson is doing the appropriate activity level then we can work on the coaching their effectiveness. But – and this is a big but – […]