Tag

Strategy
11New Year Revenue Focus Skills Building
What’s your focus for improved sales results this year? Cleaning up my office this week and the biggest stack of papers on my desk is my “Session Notes” pile. It’s the colorful printouts of PowerPoint decks and session worksheets that are scribbled on in blue, purple, hot pink, and aqua (I love my colored sharpie...
Read More
11How do Salespeople stay productive during the Holidays
Thanksgiving signals the official rounding of the corner for wrapping up the business year. While never an excuse that I’ve subscribed to (or let my sales reps use), it can be extremely challenging to “do business” at this time of year. It’s all downhill after turkey day. Holiday parties, office potlucks, client gifts, employee parties,...
Read More
11Can you score sales if you only play defense?
Having a conversation with a Sales Director the other day about his sales team and he remarked that only one seller made their quota last year. Several of the team members were new (6 months in), and the others . . . well, they’re struggling. The one Account Executive that made quota has been there...
Read More
11Are you playing BUSINESS WHACK A MOLE?
NOTE: This is an update to the WHACK-A-MOLE Business Strategy post from several years back. I work with both business owners and their sales teams and individual sellers and I see more WHACK-A-MOLE than ever! Does this title feel ALL too familiar to you? I write this blog as I had an encounter with a...
Read More
11Capabilities vs Differences make a big sales difference
Let’s talk about your sales and profit margins. How effective do you think your Sales and/or Marketing messages are? Are they compelling and converting leads in to opportunities and opportunities into customers with strong and healthy margins? At what rate? And at what cost to acquire a new customer? (If you don’t know your conversion...
Read More
11When and how do I hire a salesperson
  We run across this situation quite often. You started a business. You hustled. You busted your behind. You earned trust. You demonstrated experience and credibility. You brought in the customers and your business took off. But at a certain point, you spent less time selling and more time “doing” and running the business. At...
Read More
11Sales Fails in Emails - Stop the Ugly Sales Tactics
My husband sent me this email earlier this week. He’s such a good sport. I truly think he may listen to what I say about sales and selling and I’m convinced he may even read my blog posts. He knew he had an example of a #SalesFail. A case study of what NOT to do...
Read More
11Small Business Sales Strike Out
Guest Post by Selena Silvestro, Director of Ground Floor Strategies at The Selling Agency and weekend warrior baseball fan in the bleachers. Read on for first-hand sales advice for Small Business Owners, Solopreneurs, and Sales Pros in Small Businesses: Every business lives and dies by its ability to build revenue. Unfortunately, roughly 80% of businesses...
Read More
11Sales Program Check Up
You have a sales team or maybe you’ve been plugging away at your own sales efforts for a while now. How do you know how you’re doing? Other than hitting your sales goals . . . or not, how do you measure the health of your sales program? Sales results are one indication of how...
Read More
11close-sales-faster, remove the obstacles, Closing sales, funnel progression, sales process, buyer process, buyer journey, value, strategy, obstacles, The Pipeline blog, Single threaded, advance, pipeline,
I am constantly looking around, trying to identify the “selling” moments that happen in everyday transactions and interactions – big and small. Trying to articulate the good, the bad, and the really terrible, because most selling exchanges are not clearly defined moments that each party is privy to – rather, they are small, natural communications...
Read More
1 2 3 4 5
The Pipeline

Recent Posts

Categories