Five Strategies for Sales Leaders to Align Sales Cycles with Client Timelines The adage “Time kills all deals” is a stark reminder that striking while the iron is hot and maintaining deal momentum is everything in the sales world. However, aligning deal timelines with client… Ray Baker March 18, 2024
Understanding the Client Decision-Making Process Armed with new tools, techniques, and thinking after completing sales training, sales professionals often ask, “How should I begin?” A fair question after having been somewhat “fire-hosed” with fresh… Ian Ramsbottom January 10, 2023
Next Year’s Pipeline – No Time Like the Present Who knew that Sean Combs (aka P Diddy) would send a message that stands the test of time? Five years later, and it is still “all about the Benjamins, what?” In a 2022 Gartner report, it ranked… Mary Casper August 09, 2022
How to Avoid Deal Slippage – A Closure Plan! I know you will all relate to this scenario! You take a deep breath. You are faced with the embarrassing and unenviable task of delivering bad news to your sales leader –the important deal you… Kevin Doddrell November 09, 2021
Pipeline Ratios Have Changed – A Step-by-Step Approach to 2021 Sales Planning Happy New Year and welcome to 2021! The COVID-19 crisis continues. Market demand is down. Investment decisions are being made at higher levels. Clients are engaging salespeople later in the buying… Lon Cunninghis January 19, 2021
The Five Keys to Winning the Largest Deals At various times in our sales career, we will be presented with the opportunity to compete for a deal which is bigger than anything we have previously won (or lost!). We typically greet these… Kevin Doddrell November 10, 2020
The Next 15 Days Despite the severe adversity being endured due to the pandemic, you must persevere and take action to salvage as much of our revenue potential as we can. This is not a time for managers. This is a… Bill Wallace May 19, 2020
Deal Slippage – A Perennial Problem Deal forecasting accuracy is more than a critical component to business performance. As Sales Leaders, it is also a key contributor to our credibility within the companies we represent. So, why is it… Ian Ramsbottom April 14, 2020
