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Blog
The Sales Readiness Blog™
-
Categories
- Sales Professionals
- Prospecting
- Sales Process
- Call Planning
- Developing Needs
- Presenting Solutions
- Managing Objections
- Closing
- Building Relationships
- Virtual Selling
- Negotiating
- Value Selling
- C-Suite Selling
- Sales Leaders
- Sales Management
- Sales Coaching
- Managing Performance
- Managing the Pipeline
- Sales Leadership
- Recruitment & Selection
- Sales Insights
- Sales Enablement
- Sales Training
- Virtual Training
-
Get Expert Advice to Improve Sales Team Performance
Sales Management | Managing the Pipeline
By:
Norman Behar
May 8th, 2023
With many companies facing economic headwinds, sales leaders are looking for ways to grow revenues without adding headcount. This reality has resulted in a consistent message from sales leaders: “We need our sales representatives to become much more self-sufficient in building their own pipelines.”
Sales Management | Managing the Pipeline
By:
David Jacoby
March 8th, 2023
Accurate sales forecasting is essential for business success. But it can be difficult to get it right due to certain missteps. Here are three of the most common errors that lead to incorrect forecasting and how to avoid them.
Sales Management | Managing the Pipeline
By:
Ray Makela
February 15th, 2023
We all know how challenging it can be to manage a constantly changing pipeline, but it's essential for reps to stay organized to ensure their opportunities are moving forward. So, how can you ensure that your reps keep their pipeline current? Here are four tips to help them stay on top of their deals.
Sales Training | Managing the Pipeline
By:
Norman Behar
December 10th, 2021
Pipeline management is an ongoing challenge for sales managers. While it may seem that a pipeline with more opportunities is better, this isn’t the case if a large percentage of opportunities are stuck. These stalled opportunities lead to a bloated pipeline and create significant challenges for sales managers such as the following:
Sales Management | Managing Performance | Managing the Pipeline
By:
David Jacoby
November 19th, 2021
Previously, we discussed why “linearity” doesn’t work when managing enterprise sales opportunities. Selling to the enterprise involves fewer high dollar value opportunities as compared to SMB sales. So traditional daily or weekly SMB sales activity metrics such as “How many calls did you make today?” are less useful when managing an enterprise team. The quality of each sales interaction your Account Executives have is much more important than the quantity at the enterprise level. But measuring and managing quality is challenging; it’s not something you can meaningfully track on a sales dashboard. Quality is something you have to observe and coach. Here are three critical qualitative factors to help you provide high-impact sales coaching to your AE's and improve their win rates with enterprise accounts.
Sales Management | Managing Performance | Managing the Pipeline | C-Suite Selling
By:
David Jacoby
November 10th, 2021
Many senior sales leaders are enamored with “linearity”- the concept that the sales process can be broken into monthly, weekly, and even daily activities.