Do you have a sales pipeline? We’re not joking. It’s a serious question because not everyone has one (that they set up and officially track, at least), and some businesses will say yes, but they’re referring to their sales funnel! It’s important to be sure of the...
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When you’re in a frantic race with other runners hot on your heels, it seems impossible to take a mental step back and evaluate what’s happening. You just feel the need to push on and win. But real athletes do assess the situation during the race! And...
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You’ve probably lost some sleep occasionally over one of the problems that can arise with business and sales. Hang around to view the lagging indicators and you’ve missed an opportunity. Pursue the leading indicators and you might invest in something that fails to materialize in the way...
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When “flow charts” get a mention in business, you probably sigh and wish your firm’s sales processes flowed more like water – seamlessly merging and moving to that prized reservoir of closed deals. It can! Today, we’re going to look at the lead generation process and how...
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Goals give you something to shoot for in sales. But they come with a caveat! You need to plot your way down the field first with a series of goal-setting activities. Why? It’s simply more productive (and likely to bring more success) if you carefully manage activity...
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How do you generate good B2B leads and convert them into new buyers? It’s not an idle question. The lead-gen process tests the minds of B2B sales and marketing managers the world over when considering their entire B2B sales strategy. That’s because a B2B product or service...
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