From quite early on in our sales careers, we are encouraged to explore every sales opportunity that presents itself – in fact, in some companies, they are brainwashed into believing that “all business is good business.” And of course, we do not challenge this fallacy, simply because we don’t know any better – we are on […]
Sales Managers – A Tip for Finishing the Year Strongly
A More Disciplined Approach There are two escalating pressures in today’s marketplace that are creating a need for a more disciplined approach towards sales opportunities: The need to be more specialized and individualized in dealing with clients because we can no longer afford to treat all situations in the same way. The reality of competition […]
It’s Time to Get Close To Your Pipeline – And Stay Close!
We are almost into the final “selling phase” of 2015 and, at this time of the year, I always urge a total focus on “closable opportunities” for a really big finish. It takes courage, and a real sense of realism to focus in on what is probable – not just possible. This is not a […]