Partners in Excellence

JANUARY 11, 2018

I shifted gears, I asked them to visualize their pipeline in front of them, at the end of the pipeline was a cliff. I said, “Imagine you are running toward the edge of that cliff at 200 MPH. What are you going to do to prevent you from running off the edge? That cliff is always there.

Pipeline 60

Pipeline Prospecting Gaming Presentation 60

Partners in Excellence

OCTOBER 12, 2020

Was just reading yet another post with “market data” declaring prospecting the most difficult aspect of sales. Thousands of blog posts about both the difficulty and importance of prospecting have been published in the past 5-7 years. Or possibly our problems are that too many sales people just don’t want to prospect?

Prospecting 165

Prospecting Pipeline Sales Contact 165

Partners in Excellence

MARCH 13, 2019

Running To The Edge Of A Cliff At 200MPH! Virtually every sales person and organization have pipeline/funnel problems. Almost all the time, they are anemic. Virtually every pipeline has quality and integrity issues. Likewise, there are too many velocity issues. That is, we need to focus at the top. We Need More Wins!

Pipeline 92

Pipeline Prospecting Sales Process 92

Partners in Excellence

DECEMBER 17, 2018

Skipping prospecting means eventually our pipelines run dry and we don’t have deals…… Great performers, carefully balance their time, focus, activity across each element, because they understand all are interconnected and impact their performance. All of these are components of the “whole job.”

Pipeline 72

Pipeline Territory Sales Launch 72

Partners in Excellence

DECEMBER 13, 2022

Everyday, I have conversations with a wide variety of people, whether senior corporate executives, sales/marketing leaders, sales enablement/sales ops, front line sales managers, sellers, marketers. While the conversations are different, there is an underlying theme common to them all. When we find opportunities, we struggle to engage customers.

Prospecting 48

Prospecting Pipeline Conversion Start-ups 48

Partners in Excellence

MARCH 20, 2019

I wrote, “Tilting The Numbers In Our Favor, The Tyranny Of More.” ” In that, I suggested we might actually be more effective if we started thinking about how we accomplish our goals by doing less. The basic premise is that to do less and still achieve our goals, we have to do much better. I’d like to extend that discussion.

Pipeline 85

Pipeline Territory Manufacturing Referrals 85

Partners in Excellence

SEPTEMBER 4, 2019

Too often, our sales coaching, if we do it, really misses the mark. We tend to look at things the same way, coaching our people the same way–when what they really need may be very different. Let me use an example. It is actually based on a real customer situation, but provides a great illustration of how our coaching can go off target.

Pipeline 80

Pipeline Quota Sales Prospecting 80