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. […]

Our Sales Future – Are You Ready?

Our Sales Future – Are You Ready?

What will it be like to sell in 2020? Perhaps you are thinking that far ahead, but more likely you’re worried about getting results now. Recently, I did have the chance to ponder this exact question.

Going deep on details

I was approached by Vistage Research to consider what selling would be like over the next three years and provide my insights for an eBook they are soon publishing on the future of sales called, Customer Growth: Decisions for the SMB CEO.

There’s a great deal I can say on the topic, but for the eBook I was limited to 200 words. Since […]