The “Clogged” Funnel

A rep is meeting all of the stated activity goals, but deals just aren’t coming together. Plenty of meetings with prospects and a pipeline full of “deals,” but nothing is coming through. The rep is getting very frustrated. So is the boss. Help is needed, what do you do?

The “Sales Process” begins with prospecting, where does it end?

This question was posted in a discussion group recently.  I was initially, not interested in commenting until I read some of the responses such as “ It never ends. You should be able to built up a personal relationship with the customer.” or “A great relationship never ends. Value the relationship, not the transaction, you want [...]

Bring in your “C” executive to help win the deal?

Time is the most valuable resource a “C” exec has, so it must be respected and used to the best benefit of the company.  Sales friendly executive teams can really help improve selling effectiveness through leadership, vision and strategic partnership.  Many times though, they can even help win deals.  Sometimes a CEO can simply help by [...]

Roller Coaster Rep

We have all either been this rep, or managed this rep.  Why do some reps perform at a very high level one quarter, and turn around and have such a poor quarter after that?  I have to assume that when a rep has the skills to make the number in half the quarters, something must [...]