blog compress-sales-cycle 
Partners in Excellence
SEPTEMBER 29, 2021
We struggle to get in front of customers, to find opportunities, to nurture them through the buying cycle, and, ultimately, to win. It’s not an image of optimism, both for our customers and for sales. first appeared on Partners in EXCELLENCE Blog -- Making A Difference.
Partners in Excellence
MAY 29, 2022
Sometimes, “getting more opportunities,” causes sales people to reduce deal/pipeline quality. ” But we could chase bigger sales of those products. Likewise, sales cycle impacts pipeline dynamics and health. It’s useful to see how these issues connect across the whole job of a sales person.
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Partners in Excellence
JANUARY 17, 2022
Just to put an emphasis on the importance of understanding why we win, why we lose, and how we maximize performance and productivity, let’s go through an example: Let’s assume 3 sales people with exactly the same quotas: $5M. But in reality, I actually find very few sales people and managers spend anytime thinking about this.
Partners in Excellence
APRIL 28, 2021
If we are meeting with customers, it could be agreeing on actions and next steps they, we, or together we might make in moving them through their buying cycle. For example, if you are a manager, and one of your sales people have made a commitment, follow up with them: “How did it go, what did you agree on, what happened?”
Partners in Excellence
APRIL 19, 2012
A strong sales process is critical to our effectiveness as sales professionals. As much as has been written about sales processes, I am constantly amazed by the number of organization that either have no process in place, their process is hopelessly outdated, or the sales people and managers don’t use the process.
Partners in Excellence
SEPTEMBER 26, 2022
The mistake sales people make is they leave it at whatever stage the opportunity was in their pipelines. ” Our win rates and average deal sizes plummet, our sales cycles skyrocket. You may find huge compression of buying/selling cycles. But, however well qualified the customers are, stuff happens!
Partners in Excellence
SEPTEMBER 28, 2016
It seems Dreamforce has become the magnet for all the sales and marketing automation suppliers to trot out their shiny new toys and releases, enticing us to buy. I have dozens of people reaching out, wanting to introduce me to their latest greatest technologies oriented at helping sales and marketing professionals. Scripting tools.
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