Which is better – a sales pipeline that has $40m in opportunities, or one that has $60m in opportunities? Without knowing more about the quality of the deals in the pipeline and the velocity with which they are moving, it is, of course, impossible to answer the question. It may be that the deals in…
Managing a sales team is hard. The role of the front-line line sales manager is the lynch-pin of most sales organizations, but the number of tasks that sales managers have to juggle makes it really difficult to know how to answer the questions “How do I get the most from my sales team?” and “How…
It’s funny what you learn as you travel. I was recently on vacation in Scandinavia. I started in Copenhagen in Denmark and spent a few days cycling around that city before heading to Oslo in Norway. On the way I stopped off in Gothenburg in Sweden where I slept in a Viking ship, before continuing…
I had an interesting discussion just the other day about the [putative] rise of Social Selling, Artificial Intelligence, Big Data, increase in virtual, rather than physical, sales engagement; and the rush to redeploy field sales resources to inside sales. The topic being discussed was how, or if, a company should adjust its sales strategy to…
Much has been said about the need to bring insights to your customers. In today’s world of more informed buyers, it is clear that you need to do more than just communicate the capabilities of your product. However, not much has been written about how to do this well or consistently. Sellers are struggling to…
One of the critical elements in determining your sales velocity is your Win Rate. If you don’t know how many opportunities to need to pursue to make your number your vision for the future will be cloudy. It is hard to build a sales strategy or know what marketing needs to deliver into the funnel.…
