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Stop Focusing On The Top Of The Pipeline!

Partners in Excellence

Virtually every sales person and organization have pipeline/funnel problems. Virtually every pipeline has quality and integrity issues. It seems the universal, go to, solution for bad pipelines is to find more qualified opportunities. That is, we need to focus at the top. Almost all the time, they are anemic.

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Leads, Top Of Funnel, Do We Really Understand?

Partners in Excellence

Focus on the top of the funnel and everything else will work out. We seem to overlook the questions, “How do we know what ‘Top of Funnel’ we need? ” We cannot focus exclusively on Top of Funnel. What drives our Top of Funnel requirements is what happens in the funnel itself.

Pipeline 112
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Committed To Not Changing!

Partners in Excellence

We spend 100’s of millions on SKO speakers, books, and training–all focused on doing the things that drive business, sales and marketing performance. We’ve got to be customer focused. We’ve got to be customer focused. We’ve got to move deals through our pipeline.

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Homicide Detective Makes Best Case for Sales Process

Understanding the Sales Force

Wallace shared a story about the time he was shot at a traffic stop. Up until the moment of the shooting, Wallace believed that a bullet-proof vest would stop a bullet and save his life. Up until the moment of the shooting, Wallace believed that a bullet-proof vest would stop a bullet and save his life. It will be worth it!

Process 133
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Simplification…….

Partners in Excellence

Define, as Hank Barnes suggests, your UCP ( Unacceptable Customer Profile ) and banish them from all outreach and pipelines. Define, as Hank Barnes suggests, your UCP ( Unacceptable Customer Profile ) and banish them from all outreach and pipelines. It’s trite to say we live in worlds of growing complexity.

CRM 125
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Discovery Calls: How to Execute Calls Worth Everyone’s Time

Veloxy

So you’ll either come out on top by establishing an authoritative relationship, or you’re stuck playing catch up the entire time. So you’ll either come out on top by establishing an authoritative relationship, or you’re stuck playing catch up the entire time. This is where discovery calls come to the rescue. 1: Do Your Homework.

Cold Call 328
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5 strategies B2B marketing and sales teams can bank on as markets tighten

Martech

Stop chasing leads, double down on customers and top opportunities. First, GTM teams need to stop generating and chasing random leads, accounts and markets with little to no familiarity with your company or solutions. Work to win over prospects and accounts that have been active with your company and in your pipeline.

GTM 133