In this economy, salespeople have to reach out more than ever to connect with leads. Frank Donny, Senior VP of Product Management at Richardson, explains how his company now has two separate pipelines at the beginning of the sales process: leads that marketing has to nurture and qualify for the ...
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Eric Shaver, director of sales for Basho Technologies, explains how to avoid breaks in the sales pipeline. Halfway through a sale, he says, is when everyone is still happy—but many salespeople aren’t sure what truly advances a deal at this point. Learn how to “step on the deal accelerator”.
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Kim Orumchian, founder and CEO of Right90, says that during these slow times, he’s seeing many companies do a “bottom-up scrubbing” of their sales pipeline. They want to make sure that what they have there is real and that their forecasts are accurate. They are realizing that long term plans hav...
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Julie Thomas, CEO of ValueVision Associates, says the first step to accelerating business performance is diagnosing the problem. In many cases, organizations are not winning enough business, not having enough business in the pipeline or creating deals that are too small.
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Paul Staelin, VP of sales and operations at Birst, explains how he manages a high performances sales team effectively during a downturn. He says that the best tool in a manager’s toolbox is visibility—you have to be there to see what’s really going on among your team members. Then, using analyti...
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How do you fill your sales funnel with high-quality leads, especially during a recession? Paul Staelin, co-founder of Birst, advises analyzing your own data and taking a close look at average sales cycles, deal sizes and close rates.
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When the Alaskan oil pipeline springs a leak, it is a major problem; so Riley gears up to learn how to fix it. World’s Toughest Fixes: Alaska Oil Pipeline : THURS JUNE 11 9P et/pt : channel.nationalgeographic.com ... worlds toughest fixes alaska oil pipeline leak petroleum Science Technology Eng...
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http://www.cloud9analytics.com/products/pipeline-management-suite.php Incredible sales pipeline forecast analysis software allows managers to visibly track changes to incoming sales for the period.
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Ron Hubsher, CEO of the Sales Optimization Group, defines the “sales funnel”—and then explains why he thinks it’s a complete myth. Following the traditional view of the sales funnel, he says, can lead to a lot of bad choices. By putting in a little extra thought, you can invert your funnel to cr...
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