Partners in Excellence

JULY 16, 2013

Here’s an idea for some clever software entrepreneur, add ”smell” to pipeline management software. Sometimes, I really wish we could “smell” our pipelines, we would be overwhelmed by the number of dead, stagnant, rotten deals and the resultant stench. (By But it misleads us.

Pipeline 96

Pipeline Prospecting Process Meeting 96

Partners in Excellence

MAY 1, 2020

They want to see the right activity levels, the progress with opportunities, full pipelines, strong account/territory plans. When there’s a problem, for example a stalled opportunity, or anemic pipelines, there’s a propensity to leap into action. Or filling anemic pipelines by more prospecting. For example.

Pipeline 86

Pipeline Territory Prospecting Customers 86

Partners in Excellence

JANUARY 11, 2018

They had reasonably good pipelines, most were consumed on working those deals. They were using their pipelines and the work they were doing to close those deals as excuses not to prospect. Somehow, they kept rationalizing, “I’m busy now, I’ll worry about filling my pipeline in a few months.

Pipeline 60

Pipeline Prospecting Gaming Presentation 60

Sales Hacker

NOVEMBER 5, 2020

And for many salespeople desperate to fill a pipeline in the fading months of the year, that means turning to email. They’re glorified to help sales reps make excuses for not having pipeline ready. Here’s the thing, though, even if the pipeline isn’t there… Don’t Panic.

Meeting 99

Meeting Closing Commission Pipeline 99

Partners in Excellence

MARCH 19, 2019

” The solution to anemic pipelines is “do more prospecting” (that seems to be the magic solution to every sales problem). We might think, “If I can increase my win rate by 50%, the number of qualified deals I have to have in my pipeline is reduced by 33%.” Stop Focusing On The Top Of The Pipeline!

Pipeline 70

Pipeline Cold Call Prospecting Pitch 70

Partners in Excellence

MARCH 30, 2015

Our thinking and visualizations of our sales processes, deal strategies, funnels, and pipelines often cause us to do the wrong things. Should this be in the closing stages of our pipeline?” While the team intuitively knew all of this, they were blinded thinking things only go one way in the pipeline or in our sales process.

Process 93

Process Pipeline Sales Closing 93

Partners in Excellence

JULY 14, 2016

Inevitably, as I do pipeline and deal reviews, I see sales people hanging onto too many bad deals. The deals are hopeless, the sales person may reluctantly admit it, but stubbornly wants to keep it in their active pipeline. You need to fill up your pipeline!” Funnel/Pipeline Games When Do You Stop Qualifying?

Pipeline 51

Pipeline Sports Gaming Closing 51