I am sure we all know that feeling when you are working on an opportunity that will make or break achieving your revenue target of the month. The pressure is high, and you want to close. How you approach this …
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 …
Pipeline coaching is changing. Do you know what is changing and how this will help your team?
There are no magic tricks or watertight scripts that help you with increasing your closing ratio. The change you have to make is more fundamental.
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.
Why do prospects turn you the cold shoulder? You do everything right, or is there something else you have missed?
The stronger your pipeline the more likely you achieve your sales targets. You need a pipeline that you believe in. A pipeline with integrity.
Have you come to a stage where you face the truth: your pipeline and pipeline management sucks? You keep adding new opportunities in your pipeline to meet some company pipeline KPIs or make your manager happy. On the other hand, …