One month into the new year, it is time to prepare for serious growth in the next three months. Have a look at the opportunities you are currently working on. What is your forecast? Does it look grim or promising? What …
Using traditional selling skills, salespeople often asked their customers: If you had a magic wand, what would you change? We know now that Buyers are not keen to answer this question anymore. They expect salespeople to think with them about …
In his book Jolt, Matt Dixon wrote that 40-60% of opportunities salespeople pursue go dark, meaning they are waiting endlessly for a buyer’s decision. It’s not that these buyers cannot decide on the details or price of your proposal or …
Stop hoping for opportunities, start creating your own success
To achieve growth you need to focus on the right opportunities. Use the Pipeline Shuffle to determine which non-successful opportunities are worthwhile to revisit.