This video will provide some examples of how managers are leveraging SPI’s Sales Process Playbooks to inspect the pipeline and specific opportunities. Let’s get started. When you first log into Sales Process Playbooks, one of the various data visuals you may want to leverage is the deal trends. This will allow you to very quickly […]
With this tool, you’ll be able to apply the dimensions of the Successful Sales Formula to see the specific weaknesses in your sales opportunity, and how you can take action to improve your chances of winning – or to determine if further investment is unwarranted, based on objective criteria.
We think that there’s a simple mantra that should underlie sales performance coaching: “Data should lead to insight, insight should lead to action, action should lead to behavior change and ultimately, business results.” But with all the noise around big data and analytics, how does a manager really get focused? All this data flying around […]
One of our clients asked us recently: “What does an ideal sales pipeline look like for our business?” They were looking for reliable standards that sales managers could use to evaluate future business from each of their sales professionals. As we’ve discussed previously in this blog, the old rule of thumb for pipeline coverage — […]
This is an especially challenging time of the year for sales leaders – even more so for those in companies with a December 31st fiscal year-end. For them, in addition to working to surpass goals for this year, it’s also time to begin planning for success in 2016, as well. When it comes to sales […]
We have all heard of – and many of us follow – the supposition that selling to existing customers is easier and a more cost effective way to generate revenue and thus a great way to grow business. Based on a recent observation I would like to offer a contradictory theory to this widely held perspective.
Parts of this post adapted from the Solution Selling Fieldbook (2005, McGraw-Hill, ISBN 978-0071456074 by Eades, Touchstone and Sullivan). Imagine that you are at a social gathering with your significant other and you strike up a conversation with another couple that you just met. The conversation naturally progresses to talking about their family. They mention […]
Parts of this post adapted from the Solution Selling Fieldbook (2005, McGraw-Hill, ISBN 978-0071456074 by Eades, Touchstone, and Sullivan). The ability to stimulate the interest of prospective buyers is the lifeblood of sales and marketing professionals. Those that can’t master this ability will always find their sales pipeline wanting more. As important as stimulating prospect […]
Within the last week, two different clients asked us for benchmarks on sales pipelines. Specifically, they wanted to know what a “good” sales pipeline coverage ratio should be. That is a question that we hear often. And, like all good consultants, we generally answer with the rather unhelpful response: “It all depends.” First, the commonly […]