The Sales Leader Classification System for Identifying Lucrative Prospects and Clients
You already know that making money in business is all about making sales, and the sales process consists of finding prospects, attracting them, and closing a sale. So what’s next? …
Sure Fire Ways to Build a Successful Sales Force – Part 4: Plan, Fine Tune, Repeat
So far in this four-part series on building your successful sales force, we’ve looked at how your use and understanding of data, people and landscape can have a significant bearing …
Sure Fire Ways to Build a Successful Sales Force – Part 3: Know the Sales Landscape
English navigator Henry Hudson learned the hard way in the 17th century what can happen when you don’t know a landscape well. His ill-fated fourth voyage to the arctic ended …
Sure Fire Ways to Build a Successful Sales Force – Part 2: Work Smarter with People
Your sales force is defined by the people you choose. At first glance, that might seem obvious, but consider what it entails. The choices you make in this area will …
Sure Fire Ways to Build a Successful Sales Force – Part 1: Be Data Savy
In this new four-part series of articles, we’re going to look at the steps you can take in your own business today to build a sales force that can help …
Your Spiral Pipeline – Step 3: Create Growth Opportunities
In this final instalment in the series on building your spiral pipeline for sales and prospecting, let’s look at the third step: creating growth opportunities. This Growth step is the …
Your Spiral Pipeline – Step 2: Participate Post-Sale
It’s time to reframe how we think about closed business. That’s the key to the second of three steps you need to take to build your spiral pipeline for sales …
Your Spiral Pipeline – Step 1: Engage in Client Attraction
In this article, we’re going to explore the first of three steps you need to take to build your spiral pipeline for prospecting and sales. If you missed our introductory …
Don’t settle for living in a boom-bust sales cycle: get started building your spiral pipeline
This is the first in a series of articles that will explore how an important new approach to managing prospects and customers can help you obtain perpetual sales growth. You …
Borderless Bazaars: Building Communities in the Modern Era of Sales
Today’s marketplace is in the midst of a profound transformation in how sales are generated and sustained, and nowhere else is that more apparent than in the changing relationship between …
Beyond Qualification: Sales Pipeline Last Steps
Welcome to the final article in our series, “Stop Guessing! Sales Accuracy Redefined.” In our last article, we delved deeper into the sales pipeline, reviewing the first half of the …
The First Half of the Sales Pipeline
Welcome to the second article in our series, “Stop Guessing! Sales Accuracy Redefined.” Previously, we discussed the importance of measuring your pipeline as percentage complete versus probability of close in …
